eisenfelt.comEisenfelt | 'Create, sell and deliver value in an effective way'

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Title:Eisenfelt | 'Create, sell and deliver value in an effective way'

Description:We focus on professionalization and changing marketing & sales organizations. Our integrated approach ensures a unique position with existing/new customers.


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Eisenfelt | 'Create, sell and deliver value in an effective way' Navigation Eisenfelt Create, sell and deliver value in an effective way Home Primary Navigation Home Philosophy Expertise References Publications About JDE Partners Advisory board Principles Meet John D. Return to Content ‘Eisenfelt has helped us adjust our behaviour; how do you behave towards a CFO, CMO, or CEO?’ “How do you take advantage of a 5 minute attention span without becoming technical? Eisenfelt has taught us how to create an excellent pitch.” - READ FURTHER Boudewijn van Dulken, Sales Management at HP, one of the world’s largest technology companies. ‘How to transform a product-oriented company into a market-oriented one?’ “We were tempted to always immediately find a solution for a specific customer request. But what question do you answer? What problem do you solve? Can we anticipate? Eisenfelt made us more aware of our surroundings." - READ FURTHER Michel Stuijt, General Manager Market Management at Equens, one of Europe's largest payment processor ‘We are now ready for the future, with a new business model’ "The CRM-project has become a force of change for DTG, transforming us from a company of ‘paper books’ to an online marketing services company.” - READ FURTHER Hendrik Schuszler, (former) Manager Operations at DTG (before known as De Telefoongids and Gouden Gids) ‘We have gained more insight into the buying process of customers’ “Eisenfelt is constantly focusing on four aspects: the issue of the customer, providing added value, the personal agenda of the customer and the role of sales during the sales process.” READ FURTHER Arthur Donzel, Sales Director Financial Services at Capgemini Netherlands ‘We wanted our senior consultants to think and act more commercially’ "Based on a real case in which CIOs of clients have participated, Eisenfelt has simulated the entire buying and selling process of our potential customers. The aim was to improve our commercial consulting skills early during the customer buying process." READ FURTHER Rik Bijmholt, Managing Director Governance & Sourcing Management practice Europe & Asia-Pacific at KPMG EquaTerra ‘The various subsidiaries are now involving marketing much earlier in the sales process’ “Marketing has changed in recent years. Sending flat sales messages about a product does not make sense any more. But how do you develop content? Fourteen employees in two groups were coached in workshops of 3.5 days. The Eisenfelt methodology now offers them real tools for content marketing.” READ FURTHER Jeroen Philippi, Marketing Manager Benelux at UNIT4 Business Software ‘Really focusing on the customer, that’s the point. What do clients want from us?’ "Eisenfelt has coached the commercial management of Cofely for an entire year. During several workshops the commercial processes were mapped. Based on the outcomes of the workshops we have redesigned our commercial organisation." READ FURTHER Frans van den Boorn, Director Sales & Marketing Netherlands at Cofely (part of GDF SUEZ) ‘We wanted to improve our sales and service process leading to more satisfied customers’ "We have asked Eisenfelt to perform an analysis. Which points in the process makes a customer satisfied or dissatisfied with our product and service? The research has given us a better picture of the orientation and purchasing process of potential and existing customers.” READ FURTHER Joost Melis, Chief Executive Officer Delta Lloyd Bankengroep at Delta Lloyd ‘With the Eisenfelt methodology we extend our service at existing customers’ "In the current market, it is important to set the correct value for the right price. You need to articulate the added value of your organisation and propositions. Eisenfelt has accompanied us in this." READ FURTHER Marcel Sommeling, Vice President Financial Sector at Logica Netherlands (now CGI) 1 2 3 4 5 6 7 8 9 Does your marketing and sales organization make the difference? Markets are maturing faster and becoming more complex because of the increasing intensity of competition. Customers place higher demands on the added value that suppliers provide. As a result the distinctiveness and the profit margins of many organizations are under pressure. The reflex of many organizations is to reduce their cost structure or increase productivity. These developments, however, have a structural character. In addition to reducing the cost structure or increasing production, some ‘top-line’ activities must also be developed, such as: Developing new markets Introducing new products and services faster and at the right time Selling propositions with higher added value There are several challenges for marketing and sales organizations! After all, marketing often has a primary focus on marketing communication. And sales do not start sales activities until an application has been entered. Achieving a preferred position among customers is not easy. How to achieve this? It requires a fundamentally different approach to marketing and sales. ‘Create, sell and deliver value in an effective way’ In successful organizations, marketing, sales and delivery form a single chain aimed at creating, selling and delivering value, rather than individual departments focused on a product or service. John D. Eisenfelt focuses on professionalization and changing marketing and sales organizations. The objective is to obtain enthusiastic customers that see your organization as a partner. Creating value Together we determine which customers with which value propositions must be maintained or developed. Together with your marketers we translate these customer needs into value propositions. Customers are not interested in the features and functions of your portfolio. For a customer you deliver value if your solutions connect to current issues. Selling value Sales will often need to sell the created value as a team. It is crucial to identify (latent) needs at multiple levels in the organization, understand them and connect them to the proposition that offers customers the most value at the earliest possible stage of the buying process. It is then the art of feeding the thinking and decision making process of the customer in such a way that they choose your organization and its proposition. In order to obtain this preferred position the creation of allies at various levels within the DMU is essential. It maximizes the winning odds (%). Delivering value It is literally about transferring sold value to the customer. Involving delivery, at the earliest possible stage of the buying process, is an important precondition. Developing client communities is an important tool for this purpose. A customer will only be satisfied when its expectations are met or exceeded. For an effective way to create, sell and deliver value, establishing and controlling the marketing and sales organization should be aligned to different customer segments. Track record John D. Eisenfelt has continued building on its track record with repu...

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