Developing a winning sales tool

Diverza and XPLANE worked in close collaboration to develop a visual tool the sales team can use to clearly articulate the value of its commercial service to potential clients.

Challenge | The implementation of electronic billing in Mexico is on the rise but not without challenges. In fact, the majority of small and mid-sized companies face multiple difficulties in adopting the new initiative. Diverza’s commercial service, “Buzón Fiscal”, provides a flexible and user-friendly approach to electronic billing. The challenge was clearly communicating this value to potential clients by addressing the basic question of “How does it work?” while educating them on Diverza’s unique process. It had become clear that while members of Diverza’s internal team understood the offering, it was too complicated to try to communicate the value to prospects with words alone.

Action | XPLANE conducted a thorough discovery session with Diverza to fully understand the service capabilities, how it compared to the competition and its strong and weak points. Following the session XPLANE determined that the key deterrent in selling the Buzón Fiscal was the lack of clarity around the process clients should undergo before, during and after the purchasing of service.

XPLANE and Diverza developed a set of key messages about Buzón Fiscal that needed to be communicated during each sales meeting. XPLANE then developed a visual map that clearly shows the traditional electronic billing process compared to Buzón Fiscal. The map outlines the steps clients need to go through prior, during and after purchasing the service. It guides clients through the process of decision-making, ensuring requirements — such as staffing — are met, and the actual implementation, which often involves working with business partners and government organizations.

Results | Results from the solution map have exceeded all expectations. After introducing the map to the sales team, Diverza experienced a 300% increase in client wins.

By combining the expertise of Diverza’s internal team with XPLANE’s creative, forward-thinking visual approach, a final visual tool was developed that provides perspective and dimension to Buzón Fiscal, clearly setting it apart from the competition.

“The results have been beyond comparison. My expectations were surpassed not in as much as quality (that was implied by XPLANE’s reputation), but rather with respect to the process and results. I view the experience as having been efficient, interactive, creative, to-the-point and collaborative and will definitely use XPLANE in the future. The cost/benefit on this type of investment is completely justified.”

— Jose Luis Ayala, General Director, Diverza