Everyone likes talking about consultative sales in the enterprise space. How do you get the customer to take the time to talk openly about their business challenges?
How does the sales team get in front of an executive team in a frank and open discussion about problems and solutions?
How is this for an opener?
If you’re like most business leaders today, you have at least one strategic initiative underway that is being enabled by significant technology investment. Yet you cannot predict whether your investment is on track to deliver business value. That’s a big problem.
TELUS has introduced a tool called BVIC to help determine the Business Value of Integrated Communications. It is a web-based tool that measures an initiative against 30 best practices for ICT projects.
Click to try BVIC. Use “business6” as the user name. Contact me and I will send you a password to try the system out. The resultant report should help the TELUS sales team generate interest among all of the corporate officers.
TELUS is running its business innovation exhibition at the Toronto Congress Centre today. BVIC is one of many stations being displayed.