Knowledge Based Sales
The McIlvaine Knowledge Bridge between supplier and end user facilitates decisions based on true life cycle cost. It levels the international playing field and creates a new “Knowledge Based Sales” environment.
To learn more about the Knowledge Based Sales System click on the following links:
Complete audio/video recording
Summary
Too many purchases of products and services are based on inadequate knowledge of the alternatives or lack of life cycle cost claim verification by the vendors. A whole new environment created by KNOWLEDGE BASED SALES will change this situation.
A knowledge bridge using all the latest digital technology has been created between the supplier and end user. The suppliers now reach the purchasers who are provided with supplier and third party intelligence to make the best life cycle, not first cost, choices.
How can one company such as Mcilvaine make such a difference? The secret is to tap the following underutilized resources.
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Resource |
Utilization |
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The worlds information resides on the laptop power point presentations of salesmen and engineers |
Simply record these presentations and post them with streaming media access on a custom site |
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The digital world contains huge amounts of information that searchers cannot find |
Decisive classification, detailed schematics and organized information gathering are used to populate websites for easy access |
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The worlds knowledge is in niches with only a few true experts in each niche |
Tap niche knowledge with webinars, white papers and hourly contracting |
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Knowledge in other locales and divisions |
Coordinate information sharing without threatening autonomy |
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Qualified searchers without a budget |
Free site utilizing the Wikinomics approach |
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Information in other languages |
Make available a dictionary of decisive classification terms in Chinese and English and record webinars in many languages |
The biggest difference is the comprehensive organized approach to intelligence gathering and dissemination. For the individual supplier this results in coordination of general, product development and sales strategy. It results in maximum sharing of information within the corporation.
For the purchaser there is the benefit of pollination from a global orchard of synergistically juxtaposed decision trees e.g. the cement industry benefits from the power industry air toxic intelligence; the Chinese power plant operators benefit from the German and U.S. experience on NOx control.
The entire orchard benefits from a common fertilizer e.g. forecasts of population, GDP, and production for each country in each industry; a common metric (Quality Enhanced Life Days) to evaluate the benefit and harm from any initiative; and decisive classification hierarchy in Chinese and English.
