Sales development and market entry

The Finnish government is committed to the European Union’s targets for reuse and recycling of municipal waste. These targets aim to promote a circular economy and reduce landfill waste and waste incineration. By 2025, 55% of all municipal waste needs to be recycled, and 65% by 2035. To achieve the outlined targets, Finland needs to witness a significant improvement in recycling behaviour, as current estimates indicate a mere 40% recycling rate for municipal waste. Likewise, municipal waste companies need to see clear value in processing increased amounts of separated waste.

Of late, the proverbial wave of renewable energy that has swept over parts of the world has been coupled with the clearer understanding that in order to fully utilize their planet-saving potential, the issue of intermittency needs to be addressed and solved; Intermittency, in energy industry jargon, meaning the fact that the sun does not always shine, the wind does not always blow, and actual non-proverbial waves do not always sweep the oceans.

Today the vast majority of companies claim to provide solutions which add more customer value than traditional product-service offerings.

In my previous blog post I introduced the idea that your customer is just as important a promoter for your business case as you are – as a B2B sales person.

The business case should not be a back-office exercise, but rather something you prepare to build together with your customer.

how do you get into a discussion on investment value in the first place, and how do you get your customer to openly talk about your solution’s potential revenue streams in an intricate way in the context of the markets they are active in and in their portfolio of other assets or businesses?

Based on our experience, industrial companies fail to identify aftersales and service sales potential found in their existing data sources.