Encouragetech: Cross-selling experts such as Steve Schewe

Encouragetech - experts in cross selling

How You Benefit:

Benefits Gained by Recent Clients:

Assessed a technology implementation to automate the service operations of the leading distributor for a world leader in consumer packaged goods. Made recommendations on how to effectively migrate from the pilot automated dispatch system to a successful roll-out in other geographies.
Supported implementation of five-year strategy of a leader in animal healthcare. Assessed and made recommendations on drawing closer to channel partners, facilitated tactical priorities to execute a new strategy, and supported communications of these strategies at the national sales meeting.
Working closely with key managers, made recommendations on governance, roles and responsibilities, information sharing, and project management for a consortium of utilities to develop and execute a regional plan for building the next generation of high voltage transmission.
Led a team within a global software company’s retail and channel marketing organization to analyze business processes and to recommend changes for enhanced clarity, consistency and simplicity in business planning and reporting. Project included change management initiative to integrate the new approaches into the rhythm of this company’s business, increasing employee job satisfaction.
Recommended how a major food service and delivery company could align their new corporate strategy with powerful management and measurement systems.
Recommended and created customer-focused toolkit on business building skills for eye care professionals as part of delivering a national sales meeting for a leader in optics. Based on field interviews of reps and practitioners, the toolkit included easy-to-use aids to analyze finances, supervise staff and improve marketing and merchandising.
Working with a German multinational’s worldwide elite team of technologists, consulted on finding and communicating business value to accelerate the deployment of IT innovations and to improve collaboration with customers and partners. Designed and facilitated a series of international conferences.
Assessed and recommended changes in cross-selling strategy at the executive level for a leading financial services provider. Recommendations covered roles and responsibilities for cross-selling, tactics for generating referrals across several sales forces and channels, increased sharing of client data, and improved employee engagement.
Facilitated interactive planning sessions with three customer service groups of a major hospitality and travel business. Using market research and customer satisfaction data, led teams of telemarketing managers through problem identification, brainstorming solutions and developing action plans to improve performance.

Marked Improvement in Channel Value

Creating a vital link between your company and your customer can be a challenge, to say the least. You can develop an internal sales force that's focused exclusively on the task. Or, you can tap into indirect channels — networks of dealers, distributors and/or value-added resellers. Indirect channels are powerful because they often bring strong, long-term relationships with key customers. But periodically, they can develop problems. Problems the Encouragetech team knows how to solve.

Channels are like pipes. The surfaces need to be as smooth as possible.
If they are not working well, like a pipe with cuts and snags, they leak or gather obstructions — at great cost to your company.

Encouragetech's expertise is in clarifying exactly what the channel looks like and how it can flow better. Sometimes, clogs in the system are there for good reasons — maybe there is actually too much of a good thing. Or perhaps at some point in the channel there is an outdated way of doing things that has not kept pace with the needs of the market. Often, the constrictions stick around despite attempts to fix them because of breakdowns in communication or relationship, or because a participant lacks critical incentive to pay attention to your product and keep things moving.

Do any of these issues sound familiar? We have experience sorting out each one of them. We can help you dramatically improve channel value by identifying the best ways to create a relationship with people in the channel and ultimately the customer at its end. With improved understanding and trust, our clients find that they can more effectively influence the customer and minimize new hard spots and snags.