“The main challenge carriers face today in selling wireless data services is the long sales cycles combined with a largely wireless data illiterate sales force.”
Alan Gould President and CEO
Westlake Software, Inc.
iWirelessWorld
Solution Driven Seminars; A paradigm shift for the wireless industry
Since 1992, Westlake’s management team has offered the longest running and most attended wireless solution-oriented sales seminars in history. Over 25,000 wireless reps, managers and executives have learned to break their quota-driven sales pattern and move to a more strategic sales approach.
It is our belief that now more than ever, wireless service providers must offer significant value to their customers. Recent changes such as phone number portability make it easier for the competition to steal customers away. Although many carriers have tried to make this focus shift, selling solutions and value requires special advanced training typically not offered by carriers at the corporate level. Reps often return quickly to their comfort zone, focusing on their quota, which can leave exponential value on the table. This also creates serious vulnerability by making it much easier for a competitor to take the account away.
Breaking away from a quota-driven sales model is sometimes a challenge. Wireless solution selling often creates great opportunity, which is the attraction. However, it is also subject to much longer sales cycles, which can produce higher risk for the representative due to decision maker turn over, focusing on fewer accounts, larger capital investment by the customer, time for a competitor to find out and bid against them, the complex learning curve of new technology and changing technology. Often, it is easier and safer for a rep to continue to focus on making quota instead of taking a risk.
Westlake refers to this situation as the Wireless Solution Sales Chasm™. Defined, the chasm is the time typically needed for a rep to close a solution sale, versus simply selling the account wireless services.
Westlake’s training closely analyzes this gap for carriers and rebuilds the direction to assist carriers and their reps to sell advanced solutions in the marketplace faster. These sales often drive the average revenue per unit up, versus drive airtime to a commodity and lock customers into using the devices and wireless network services longer.
The training will include:
How to significantly reduce lengthy sales cycles.
How to create sustainable competitive advantages
How to create profitable customer behavior
How to reinforce value with existing accounts
ROI (Return on Investment) modeling in the Wireless Industry
Overview of case studies where Westlake customers have saved over $1,000,000,000.00
Examples of Wireless Supply Chain Management, Wireless Integration, Wireless Sales Force Automation, Wireless Field Force Automation.
Seminar length varies depending on topics requested and number of participants in attendance. Training is conducted at your location, with materials included in the cost of the seminar. Training can also be extended to include onsite assistance at your customer’s location.
Request A Seminar If you are interested in finding out more about how Westlake can help your sales organization, please contact Westlake today at info@westlakesoftware.com.
