Qontext simplifies the complex sale

A complex sale is often the case while procuring large contracts for goods and/or services. The selling process most often starts with a Request for Proposal (RFP) and involves long sales cycles with multiple stakeholders and decision makers. Consequently, there are issues as well.

• Internal and external collaboration is needed. Many rounds of customer interactions are needed to arrive at informed decisions (by discussing the problem, presenting an analysis, understanding constraints and the operating environment, testing the acceptability of sometimes radically different solutions, and justifying them). Internal discussions, iterations, and clarifications are needed to close outstanding issues with the customer.
• Limit the spread of and access to information during the long sales cycle.
• Limit the loss of continuity and knowledge when those involved in the complex sale leave the organization midway through the sales process.
• Involve the experts. It may be necessary to bring in a subject matter expert, legal team, or a financial consultant at certain points in the selling cycle for rapid consultation. Facilitating their quick understanding, particularly when time pressures are high, is very critical.

Traditionally, complex selling is an email-driven activity. With email:

• Multiple copies/versions of documents tend to exist in different inboxes
• Large-sized attachments prevent delivery of critical documents like proposals
• Following a need-to-know style of communication to keep each stakeholder informed of relevant developments is effort intensive
• Handover (when people leave) and inducting new team members is difficult
• It is necessary to accurately judge who may have the information before seeking it

How Qontext Helps

Qontext is designed to address the needs of complex selling. Sales people can:

• Create a closed group for collaboration and share information on the sale to a limited set of people (including a Key Account Executive or Complex Sale Executive) in your organization. Closed groups ensure that there is no mix-up of customer or project information
• Sending large documents through Qontext to customers sends an email alert with a link to view online or download the document, thereby ensuring safe delivery
• Involve customer team members as guests. This eliminates the need to explain each action and decision (acting as the mail delivery man), saves time, and prevents communication gaps
• Easily induct new members into the team by providing them access to all relevant information, documents, or conversations at one location. This enables new team members to easily carry forward the selling process