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Contact Us | | Sales Guides
Also see contributed articles, case histories, white papers, competitive analysis, competitive briefs, and product reviews.
The Importance of a Sales Guide
A good sales guide will quickly teach your sales force:- Your
product's unique capabilities. Not fluff or hype, but what
it actually does extremely well (and what it doesn't do well).
- How to
find companies that have a compelling need for those specific capabilities (and how to quickly determine if they don't).
- How to explain why your product's capabilities are better than alternative solutions.
A
quality sales guide will make your sales force absolutely
effective in a few weeks. A poor sales guide, or none at all,
will likely result in several months of few if any sales, and a
lot of lost opportunities. Creating a quality sales guide
will be one of the best investments your company can make.
The Trusted Strategies' Sales Guide Service
At
Trusted Strategies, our team has successfully sold IT security
products for many years. Our experience, coupled with a deep
understanding of the buying market gained from years of market research
and validation, puts us in an ideal position to create a quality sales
guide for you.
We will of course tailor the guide
to your specific needs and situation, but a typical sales guide has 15 to 25 pages, and address at least the following areas:
- A
clear and simple explanation of your product's unique
capabilities. Your sales force can use this to get interest for
initial meetings, and to help close the deal.
- The business challenges and pain points your product addresses.
- The ideal prospect profile - including industries, company size & characteristics, key decision makers, etc.
- The bad prospect - How to avoid spending time with poor product fits or someone who won't buy.
- This
year's market drivers. What is the one IT security product your
target market will buy this year, and how does your product fill that
need?
- Direct Competitive solutions. Their strengths and weaknesses. How to sell against them.
- Indirect
competition (competition you didn't know you had). Features from
adjacent technologies & products that can encroach on your
capabilities. Also, why your product should be bought this year
instead of something else's (there are several hundred security firms -
all trying to get your prospect's money).
- Overcoming common objections. What those objections are likely to be, and how to respond to them.
Sales Guide Fees & Terms
- Pre-requisites (either your own work or ours): Quality, up to date messaging platform, sales presentation, and competitive analysis.
- Text-only fee:
$12,000 to $15,000, depending on completeness of pre-existing
material. Typically 15 to 25 pages in length. Ask for
a quote if you want more than text (that is you need layout, illustrations or graphics,
and a finished .PFD document).
- Deliverables: Outline, and typically 2 to 3 drafts during the course of the project, plus the final version.
- Timeframe: Typical turnaround is 3 to 4 weeks.
- Terms: 1/2 paid in advance, remainder due on final delivery.
- Guarantee: Your satisfaction is guaranteed, or we will rework the sales guide based on your feedback.
Free Consultation - Contact Us Today
Email or call us today for a free consultation about your sales guide or other needs and how we can help.
| | Download Example News and Contributed Articles
Example
news article written by Trusted Strategies for one of our clients
- carried by hundreds of publications: DoJ Cybercrime Study (pdf)
Example contributed article written for Seagate Technologies: Can Your Computer Keep a Secret (pdf)
Example Market Research Services:
Product Demand Survey (pdf)
Vulnerability Mgt Survey (pdf)
DoJ Cybercrime Study (pdf)
Example Marketing and Sales Tools:
Contributed Article written for Seagate: Can Your Computer Keep a Secret (pdf)
Solutions brief written for Shavlik: Secure Base in a Virtual World (pdf)
Performance comparison written for Secure Computing: Sidewinder vs. Checkpoint (pdf)
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