Increase Visibility and Continuous Feeding of Sales Pipeline

WSES products are not an impulse purchase but rather a decision making unit of customer
organization is involved to assess viability of usefulness of the product with respect to their
needs. It takes long time and sophisticated sales process. WSES should focus on increasing its
visibility to its potential customers through different available platforms such as trade shows,
conferences etc. Continuous feeding of sales pipeline is necessary to finally have complete sales
and this requires significant effort at the top of funnel also i.e. for approaching customer.

Economic and Emotional Value Addition for Customers

Any product or service offers economic benefits as well as emotional benefits. As WSES
products help other organization to streamline their operations through digitalization. It adds
significant value not only just economically by saving time, reducing communication gaps and
paper work but also gives significant emotional advantage to the customers by increasing
convenience in doing day to day tasks. Selecting their products, customers can give a momentous
push to their organization. These benefits should be highlighted and communicated through
integrated marketing approach.

Capacity development of direct sales force

Relationship building is the mantra of B2B sales. B2B customers are looking at a number of
factors which makes B2B sales a lot dependent on salesperson himself. Company is using direct
salesforce to approach its customers and giving presentations on products in their development
center. Salesperson is the key bridge between customer and the firm. He has a lot to work about
product image and company image in the customer’s mind. It requires salesperson to have strong
emotional quotient in order to foster long term relationship with customers deeply.
Salesperson should be informed of all the benefits and potential of their products, competitive
landscape and company vis-à-vis industry needs. WSES should develop a strategic sales process
which encompasses all the factors from approaching customer to build relationship even after
selling the product. Salesperson should be able to understand customer needs by being
empathetic rather than focusing on closing the sale. They should align product benefits with
customer requirements and