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How Can Business Process Mapping Help You? - Articles Surfing
Effective business process mapping can be one of the most important and useful tools that you have in your pre-sales arsenal. The reason for this simple, yet it is often overlooked by many managers.
The purpose of business process mapping is to allow you to identify the most crucial issues and answers that your buying client needs in order to make a solid buying decision. When your sales force meets with the client they are often faced with questions that they cannot answer. This is due primarily to a lack of advance knowledge. But it does not have to be this way.
If you had a reliable tool to use that could show you, in advance, the possible questions and objections that your buying client might present to your sales teams, wouldn*t you be interested in that? If you had a system of research that allowed you to anticipate the various concerns your buying client might have when he or she meets with your sales team, wouldn*t that be something of interest to you?
Of course it would. But we are not talking about crystal balls or Tarot cards here. There truly is a way to begin an effective business process mapping system within your company to help your sales team identify and then prepare for these forthcoming buying issues.
This can be accomplished through the use of efficient research into your client's company and his or her needs. The trick, of course, is learning how to best conduct that research in a timely and accurate fashion. While there are many analysis tools available, there are few concise and dedicated tools that show you step-by-step the best methods for getting this important information and for using it to your advantage.
It is entirely possible in this day and age to simply have too much information on a company. When that happens, it becomes difficult to ferret out the most important information, the information that you really need, and ignore the rest. This is why having a system in place that helps you identify and collect only the data that you need is so crucial. It is also possible to spend far too much money in the collecting process by using only fee-based services. This does not have to always be the case. There are free databases available for those who know how to find them and use them.
A very good place to begin your business process mapping is with Jack Howe's eBook and website. His book, *30 Minutes to Prepare for the C-Suite Meeting,* is literally a masterpiece on how to best plan and conduct the research that you need in order to best serve your buying clients. With over three decades of real life experience in this field, he knows what he is talking about and his method of sharing can be followed by any size company, from big to small.
A visit to http://www.30minsto.com will help you decide if this practical, yet powerful, system of researching is right for you and your company.
Copyright © 1995 - Photius Coutsoukis (All Rights Reserved).
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