{"id":4983,"date":"2016-03-19T08:02:49","date_gmt":"2016-03-19T08:02:49","guid":{"rendered":"http:\/\/internal.grazitti.com\/clients\/LeadFabric-Perpetos\/?p=4983"},"modified":"2022-06-24T07:53:02","modified_gmt":"2022-06-24T07:53:02","slug":"how-about-commercial-excellence","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/","title":{"rendered":"How about Commercial Excellence"},"content":{"rendered":"\n<p>Commercial excellence means you know your\u00a0customers so well, that you fully understand them as well as their context. This allows your company to anticipate their needs and expectations. And via sales and marketing to communicate the right thing at the right time, and to show the impact and value of what you have to offer.<\/p>\n\n\n\n<div class=\"cta-box-inline-wrap\"><div class=\"cta-box-inline\"><a href=\"https:\/\/perpetos.com\/en\/interessante-feiten-salestraining-voor-u-gebundeld\/\" target=\"_blank\" rel=\"noopener\">Infographic &#8211; <strong>All you need to know about Sales training<\/strong><\/a><\/div><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>To achieve commercial success, it no longer suffices to promote your company. Nor to merely listen and ask questions. Buyers&nbsp;increasingly expect the right information at the right time. And a number of elements are important in this regard.<\/p>\n\n\n\n<h2>Commercial Excellence: really know your customer<\/h2>\n\n\n\n<p>We need to align activities to the customer\u2019s expectations. Any contact with your company, personal or online, needs to contain the right message aligned to the customer&#8217;s readiness to buy. You can accelerate the sales process considerably by meeting their expectations with every contact.<\/p>\n\n\n\n<h2>In terms of results<\/h2>\n\n\n\n<p>It\u2019s not about what your service or product can do, but about its value to the customer. How does it impact their organisation? What specific results can they expect?<\/p>\n\n\n\n<h2>Highest market price<\/h2>\n\n\n\n<p>A customer-oriented organisation strives for the highest market price for its products and services. But at the lowest cost from the customer&#8217;s perspective. Commercial excellence has a positive impact on your cost of sales and enables you to get results twice as fast.<\/p>\n\n\n\n<p>How can you achieve this? You may ask yourself the following questions:<\/p>\n\n\n\n<ul><li>Do your product developers and officers understand the importance of your products and services to the customer?<\/li><li>Do they know how the customer will work differently? And what improvements he will accomplish?<\/li><li>Are all persons involved aware of how your strengths will contribute to a better result?<\/li><li>Can you say whether your products or services will give a better result than those of your competitors?<\/li><li>Do your customers recognise the link between your strengths and their accomplishments?<\/li><\/ul>\n\n\n\n<h2>Becoming a customer-oriented organisation<\/h2>\n\n\n\n<p>Not every industry has noticed crucial changes in customer behaviour yet. Determine to what extent your customer target groups are already part of the experience economy. To what extent do they use the Internet and social media to inform themselves? If this is the case, follow these four steps to achieve a more customer-oriented approach:<\/p>\n\n\n\n<ul><li>Ensure that your market is segmented on the basis of equal needs and reasons to buy. So that your sales messages can be used on a wider scale and are at the same time aligned in detail to each segment&#8217;s unique character<\/li><li>Map the obstacles preventing your employees from embracing new ways of working. Also map possible motivating factors to change work patterns<\/li><li>What current processes and KPIs obstruct a more customer-oriented approach?<\/li><li>Develop and implement a change project taking into account all of the above. Take special care to implement the required changes on a human scale. And clearly communicate the benefits for each person involved so as to stimulate willingness to change.<\/li><\/ul>\n\n\n\n<p class=\"h4\">Reach your full potential and create commercial excellence: benchmark your company against \u2018Best in Class\u2019 with our <a class=\"textlink\" href=\"https:\/\/perpetos.com\/en\/survey\/\">Sales Performance Benchmark<\/a><\/p>\n\n\n\n<div style=\"height:80px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div id=\"cta-rescenter\" class=\"rockthemes-unique-grid large-12 columns blog-cta\"><div><\/div><div class=\"row\"><div class=\"large-12 medium-12 columns\"><div class=\"boxed-layout padding-2x\" style=\"background-color:#ffffff;\"><div class=\"rock-promotion-box\"><div class=\"promotion-box-content\" style=\"color:#333333;\"><a href=\"https:\/\/perpetos.com\/en\/interessante-feiten-salestraining-voor-u-gebundeld\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-size:0.8rem;letter-spacing:1px;\">PERPETOS RESOURCE CENTER<\/span><br><h3 style=\"text-align: left\">Infographic &#8211; All you need to know about Sales training<\/h3> <img decoding=\"async\" loading=\"lazy\" class=\"alignnone size-full wp-image-14665\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2021\/11\/infographic-current-state-of-sales-training-185x150.png\" alt=\"Infographic - All you need to know about Sales training\" style=\"top: -40px;right:-40px;\" width=\"150\" height=\"187\"><\/a><\/div><div class=\"promotion-box-button\"><div class=\"promotion-box-button-container\"><div class=\"azoom-button-wrapper\" style=\"text-align:center;\"> <a href=\"https:\/\/perpetos.com\/en\/interessante-feiten-salestraining-voor-u-gebundeld\/\" target=\"_blank\" style=\"background:#0ba298; color:#FFFFFF;text-transform:none; \" class=\"escapea button azoom-transition\" data-button-js-colors=\"true\" rel=\"noopener noreferrer\">Get Infographic<i class=\"icomoon icomoon-icon-arrow-right2  animate-icon animate-to-right\"><\/i> <\/a><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Promoting your company and listening\/asking questions no longer suffices to achieve commercial success. <\/p>\n","protected":false},"author":9,"featured_media":6457,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[4],"tags":[53,58,59,57,45],"department":[509],"media":[545],"topic":[513,522],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Commercial Excellence means that you really know your customer<\/title>\n<meta name=\"description\" content=\"Commercial Excellence. A customer-oriented organisation strives for the highest price for its products at the lowest cost from a customer&#039;s perspective\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Commercial Excellence means that you really know your customer\" \/>\n<meta property=\"og:description\" content=\"Commercial Excellence. A customer-oriented organisation strives for the highest price for its products at the lowest cost from a customer&#039;s perspective\" \/>\n<meta property=\"og:url\" content=\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/\" \/>\n<meta property=\"og:site_name\" content=\"Perpetos\" \/>\n<meta property=\"article:published_time\" content=\"2016-03-19T08:02:49+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-06-24T07:53:02+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/perpetos.com\/wp-content\/uploads\/2016\/03\/Commercial-Excellence.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1100\" \/>\n\t<meta property=\"og:image:height\" content=\"565\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Pascal Persyn\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Pascal Persyn\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/\",\"url\":\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/\",\"name\":\"Commercial Excellence means that you really know your customer\",\"isPartOf\":{\"@id\":\"https:\/\/perpetos.com\/#website\"},\"datePublished\":\"2016-03-19T08:02:49+00:00\",\"dateModified\":\"2022-06-24T07:53:02+00:00\",\"author\":{\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\"},\"description\":\"Commercial Excellence. A customer-oriented organisation strives for the highest price for its products at the lowest cost from a customer's perspective\",\"breadcrumb\":{\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/perpetos.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How about Commercial Excellence\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/perpetos.com\/#website\",\"url\":\"https:\/\/perpetos.com\/\",\"name\":\"Perpetos\",\"description\":\"Sales and Commercial Excellence\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/perpetos.com\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\",\"name\":\"Pascal Persyn\",\"description\":\"Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don\u2019t hesitate to contact Pascal for expert advice: pascal@perpetos.com\",\"sameAs\":[\"https:\/\/be.linkedin.com\/in\/pascalpersyn\"],\"url\":\"https:\/\/perpetos.com\/en\/author\/pascal\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Commercial Excellence means that you really know your customer","description":"Commercial Excellence. A customer-oriented organisation strives for the highest price for its products at the lowest cost from a customer's perspective","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/","og_locale":"en_US","og_type":"article","og_title":"Commercial Excellence means that you really know your customer","og_description":"Commercial Excellence. A customer-oriented organisation strives for the highest price for its products at the lowest cost from a customer's perspective","og_url":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/","og_site_name":"Perpetos","article_published_time":"2016-03-19T08:02:49+00:00","article_modified_time":"2022-06-24T07:53:02+00:00","og_image":[{"width":1100,"height":565,"url":"https:\/\/perpetos.com\/wp-content\/uploads\/2016\/03\/Commercial-Excellence.jpg","type":"image\/jpeg"}],"author":"Pascal Persyn","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Pascal Persyn","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/","url":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/","name":"Commercial Excellence means that you really know your customer","isPartOf":{"@id":"https:\/\/perpetos.com\/#website"},"datePublished":"2016-03-19T08:02:49+00:00","dateModified":"2022-06-24T07:53:02+00:00","author":{"@id":"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079"},"description":"Commercial Excellence. A customer-oriented organisation strives for the highest price for its products at the lowest cost from a customer's perspective","breadcrumb":{"@id":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/perpetos.com\/en\/sales-performance\/how-about-commercial-excellence\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/perpetos.com\/en\/"},{"@type":"ListItem","position":2,"name":"How about Commercial Excellence"}]},{"@type":"WebSite","@id":"https:\/\/perpetos.com\/#website","url":"https:\/\/perpetos.com\/","name":"Perpetos","description":"Sales and Commercial Excellence","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/perpetos.com\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079","name":"Pascal Persyn","description":"Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don\u2019t hesitate to contact Pascal for expert advice: pascal@perpetos.com","sameAs":["https:\/\/be.linkedin.com\/in\/pascalpersyn"],"url":"https:\/\/perpetos.com\/en\/author\/pascal\/"}]}},"_links":{"self":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts\/4983"}],"collection":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/users\/9"}],"replies":[{"embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/comments?post=4983"}],"version-history":[{"count":2,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts\/4983\/revisions"}],"predecessor-version":[{"id":30222,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts\/4983\/revisions\/30222"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/media\/6457"}],"wp:attachment":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/media?parent=4983"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/categories?post=4983"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/tags?post=4983"},{"taxonomy":"department","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/department?post=4983"},{"taxonomy":"media","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/media?post=4983"},{"taxonomy":"topic","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/topic?post=4983"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}