Beginning with a proven Data Driven Methodology, sellers learn to find, interpret, and apply data to drive productive sales conversations. Our sales methodology library includes four base programs from which we draw upon.
We start by diagnosing and assessing your situation within sales teams and individuals, then partnering with you to create the correct set of course packages based on your unique needs and goals. The final prescribed program will focus on:
Proven Repeatable Methodology
Sales Program Library
Data Driven Prospecting
The traditional method of prospecting is primarily activity driven and becomes a game of quantity. Growing pipelines today needs to be data and thought driven first to make that activity most effective. Sellers need to create opportunities and make thoughtful choices based on each unique customer to gain access and secure more meetings.
Sales Process Fit:
Data-driven methodology at the Territory and Account levels for strategically gaining access and influence
Feeds the Discovery process
Participant Walk-Aways Include the Ability to:
Apply a 4-step process for gaining access into a new logo or new call points in an existing account
Shape and deliver persona based messaging to increase rate of access
Identify multiple call points and target messaging strategies to gain access for a meeting
Assess each persona’s communication style and work to align messaging with how they think
Develop a cadence leveraging digital tools to ensure consistent prospecting activity, filling the top of the pipeline
Data Driven Discovery
Sellers need to rethink the discovery process. The traditional method is single threaded, resulting in working only known opportunities. In today’s modern world, sellers need to create opportunities and become familiar with an organization to have business conversations.
Sales Process Fit:
Research-based discovery process to create opportunities at the Territory and Account levels
Output feeds the sales strategy to approach each potential opportunity (Essential Conversation Strategies)
Participant Walk-Aways Include:
An 8-step research and data interpretation process to hypothesize on all potential sales opportunities in the account
Engage functional call points affected by potential sales opportunities to expand account potential
Expand your information sources (call points) that can provide data to enhance your hypothesis
Leverage a prioritization process resulting in the greatest confidence to ensure return on time
Essential Conversation Strategies
Sellers learn models, frameworks, and skills to interpret data and situations and make decisions on their sales strategy. This approach results in their ability to assess their customer buying behavior, develop a differentiation strategy, and create a Conversation Roadmap for existing opportunities.
Sales Process Fit:
Value-based framework for driving deal velocity at the Opportunity level.
Participants Walk Away with the Ability to:
Identify and resolve causes for deals stalling
Adapt your sales strategy to each buyer’s preferences to differentiate from the competition
Proactively guide customers through the buy/sell process
Models, frameworks, and skills to interpret data and situations and make decisions on their sales strategy
Customer Focused Conversations
Sellers today need to enter conversations with a different mindset to set themselves apart. They need to create an client-focused, outcome-based conversation strategy and lead business conversations relevant to their client's goals and needs. Customer Focused Conversations position your sellers as a trusted partner, not just a commoditized vendor.
Sales Process Fit:
Outcome-based conversation strategy that earns credibility
Applied when planning each conversation as you progress along your roadmap
Participants Walk Away with the Ability to:
Maximize meeting output through a targeted preparation/planning process – virtual and in-person
Utilize an approach to lay the groundwork for a business-oriented (vs product-oriented) conversation
Manage conversation flow to ensure active stakeholder involvement and alignment
Leverage techniques to increase meeting effectiveness by adjusting the conversation situationally
Utilize tools to ensure conversations are outcome focused, flexibly including both sharing a perspective and learning the customer’s business landscape
