Slator Pro Guide: Solution Sales for Language Service Providers

Pro Guide: Solution Sales

The 44-page Slator Pro Guide: Solution Sales for Language Service Providers is the definitive guide for language service providers (LSPs) looking to empower salespeople to drive revenue growth through solution selling.

Based on original research and interviews with language industry sales consultants and localization buyers, the Pro Guide outlines the steps that LSP salespeople can take to understand client needs and add value through consultancy.

Salespeople will gain valuable insight into the cross-sell and up-sell opportunities that exist within 9 key verticals, as well as key points to take into consideration when prospecting to buyers of localization services.

Firstly, the guide presents impactful, easy-to-read 1-page infographics for nine industry verticals; Aerospace & Defense, Engineering & Manufacturing, Financial, Gaming, Life Sciences, Media, Professional Services (including Legal), Technology, and Travel & Retail.

Each infographic includes the market size (in USD bn) for each vertical and gives a high-level overview of the buyer needs and challenges within each industry when it comes to localization services, along with typical buyers and buyer job titles. 

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The 1-page infographic also visually represents the upstream and downstream service opportunities relative to localization services, where salespeople at language services providers can up-sell or cross-sell adjacent services to buyers.

By way of example, the Life Sciences vertical demonstrates various content creation services upstream, a series of localization services mid-stream as well as dissemination services and update services downstream, post-localization. The infographic also contains information related to technology needs in each vertical.

Next, the guide presents a deep dive into the pre-sales discovery process. As a salesperson, you will gain insights into assessing the localization maturity of your prospect, as well as their structure, pain points, and needs, so that you can understand the custom solution that your prospect requires.

The guide shares a wealth of insights from original interviews with senior sales consultants specialized in the language industry, and includes an easy-to-use, one-page checklist for you to print or consult when speaking with your prospects.

Next, the guide outlines practical insight into building trust, overcoming objections within buyer organizations, and driving discussions for forward-thinking implementation to maximize the added value of your interactions with your prospects. 

The guide gathers together buyer insights and quotes from nine buyers across four industries.

A Program Setup section shows how salespeople can help localization buyers navigate change, with tips on defining quality mechanisms and feedback as part of the on-boarding process.

Finally, the report touches on post-implementation care, for salespeople or account managers to consider the impact of on-going change at the buyer organization, to consider how LSPs can adapt or scale accordingly.

The Slator Pro Guide: Solution Sales for Language Service Providers serves as a vital guide for salespeople and account managers at LSPs to assess the needs of localization buyers, and ultimately drive revenue through cross-selling and up-selling into adjacent services.

Table of Contents

Buyer Landscape8
Access a concise, focused overview of buyer needs and end-to-end localization solutions for nine verticals. 

A visually-appealing 1-page infographic provides a language services market size (in USD bn) and summarizes buyer needs and challenges, buyer segments, technology needs, and upstream and downstream services per vertical.

Below is one example:
Verticals included: Aerospace & Defense, Engineering & Manufacturing, Financial, Gaming, Life Sciences, Media, Professional Services (including Legal), Technology, and Travel & Retail.
Pre-Sales Discovery18
Take a deep dive into the pre-sales discovery of a client’s needs. The Pro Guide provides detailed guidance on effectively assessing buyer setup, including buyer profiling, assessing localization maturity, and analyzing a buyer’s localization needs and pain points. 

Two practical SWOT analyses — one tailored for small and mid-size LSPs, and another designed for large LSPs and super agencies — help you to confidently navigate discussions on data security requirements and threats in data processing and handling.

Furthermore, the report focuses on the different localization setups that exist in a buyer organization, and includes in-depth perspectives on how a buyer’s technical, geographical, and operational setup may influence a salesperson’s consultancy when offering localization services.

Salespeople will also understand how content and formatting requirements may influence a localization solution, and the report gives insight into how salespeople can capitalize on offering additional non-core solutions, as well as tips to building trust and overcoming objections from a buyer organization.

Print out a handy 1-page pullout Discovery Checklist to reference when speaking with prospective clients.
Program Setup38
Learn how salespeople can continue to add value while solutions are being developed, and gain insight into managing change-averse stakeholders at a buyer organization.
Post-Implementation Care41
Understand the impact of on-going change at the buyer organization, to consider how solutions can adapt over time to scale with client needs.
Conclusion43
Consider our final thoughts on how consultation brings added value to the sales process, and ultimately increases buyer stickiness and sales revenue.

How to Use This Report

Slator’s easy-to-digest Slator Pro Guide: Solution Sales for Language Service Providers offers the very latest industry and data analyses, providing language service providers, end clients, and investors the confidence to make informed and time-critical decisions. It is a cost-effective, credible resource for busy professionals.