Sales Analysis - Solution Impact

***** Software On Sailboats Desktop Sales Manager v6
***** Contact management software, sales automation software, CRM software

The following example assumes you are a sales executive for customer. This professional services company that provides equipment and services to the professional touring musician. The example pipeline is based upon the Standard template, and uses either the Eastern Area or Western Area example pipelines that were installed with this program.

The Analysis tab Solution meter is helpful in determining how appealing your solution is to the customer. This Sales Analysis also examines how appealing the customer finds a competitive solution.

Let's consider a Rhythm and Blues Services example. One of our clients is considering whether to exercise their purchase option on the tour bus they have been leasing from us, versus leasing a new bus for a competitor of ours. They like this bus and are comfortable with it, but leasing a new one avoids tying up the capital.

Here is the Sales Analysis for this opportunity

Our Solution - Positive	Competitive Solution Impact - Neutral
Features - Positive: The band likes the features of this bus. They have toured in it, and appreciate its comforts.	Features - Neutral: Although newer, some of the features in the older buses were eliminated to make the newer ones more affordable.
Pricing - Negative: Purchasing this bus would tie up some of the band's capital. However, because this is a lease buy out, they would get this bus at a great price	Pricing - Best Possible: Leasing a new bus would actually cost them less than leasing the old (and more expensive) bus.
Compatible - Best Possible: These guys love this bus. They have toured with it and it feels like home.	Compatible - Neutral: The new bus is a well designed, reasonably comfortable vehicle.
Buzz - Negative: There is no "new toy" buzz with this vehicle. But the Double Eagle brand is a standard among touring musicians	Buzz - Negative: This brand of bus doesn't have the solid reputation of the Double Eagle
References - Best Possible: All of the successful groups have toured in Double Eagles	References - Worst Possible: Several prominent bands recently missed gigs due to bus breakdowns and delays in getting repairs

Our conclusion is that we have a small Solution Impact advantage over the competition. This means that the band has two reasonably good offers in front of them - either of which they could live with. We have a slight Solution Impact advantage - good, but not a guarantee of sales success.

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