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ogistics
is a "Business
Development Firm" that specializes in "Sales
Productivity Improvement." Our work is typically
focused on helping organizations build and develop sales teams
that deliver competitive advantage beyond products and
services. As a result of these efforts, our clients gain the
ability to better create and manage the type of selling
opportunities that can significantly accelerate the revenue
growth of their company.
Our book, Selling is Dead, documents a research-based
approach for organizations to achieve advantage in how they create and manage selling opportunities.
Selling is Dead, published by John Wiley & Sons, has been a bestseller endorsed by
Neil Rackham (author of SPIN SELLING) as well as executives at GE, Marriott International, Siemens
Medical, and Trimble.
Sogistics,
formerly known as ChangeMaster, was originally founded
in 1987 in Hudson, Ohio, as a "Major Account Sales
Training Firm." Although our client focus has never
changed, (businesses who sell fairly significant goods or
services to other businesses), our services have developed
significantly over the years. Today, we are a
multi-dimensional firm with many diverse capabilities within
the sales and marketing domain. The problems we solve and the
innovations we add to organizations are many and varied,
however, our philosophy remains consistent. Simply put, for an
organization to maximize its sales potential, it must have the
right people (Sogistics Assessment™),
doing the right things (Sogistics
Learning™), and doing those things right (Sogistics
Direct™).
Most selling
teams do not understand how to sell on business results value.
Instead, many rely on relationship selling, or simply selling
on price. The obvious result of this path of least resistance
selling is slow revenue growth and gradually deteriorating
profit margins.
Many other
elements and conditions can prevent a company from maximizing
its true revenue growth potential. What is often required is
an outside perspective - a catalyst - to stimulate growth
beyond its current rate. At Sogistics, we can effectively
benchmark current sales and marketing effort against best
practice sales and marketing organizations. The result is
often a new awareness of growth constraints that, once
removed, can free the company to achieve new and higher levels
of sales productivity.
With proper
Business Development Strategy, we believe a sales force in
itself can be a tremendous competitive weapon. In effect, a
properly selected, trained, and deployed sales force can serve
as the critical customer-value-adding differentiator that
provides a sustainable competitive advantage beyond just
products and services. Turning this theory into practice is,
ultimately, what Sogistics is all about.
Marc Miller
President and Founder
Sogistics Corporation
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