sales methodology
Revisiting the Buyers Journey
I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey.
Drilling into the need beyond the need
Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch hole” - and this observation has surely now become one of today’s most relevant and widely quoted sales aphorisms.
Is your prime contact a budget maker, a budget shaper or a budget taker?
Most sales methodologies stress the importance of identifying whether a budget exists, and a naïve interpretation of the BANT qualification framework [Budget, Authority, Need, Timeframe] might imply that unless a current and adequate budget exists, it’s not worth trying to sell the prospect anything.
Cognitive bias: What it is, how it impacts sales
In his groundbreaking work, Thinking, Fast and Slow, best-selling author Daniel Kahneman made the case that thinking is actually much harder work than we often realize.
Never mind your prospect’s situation - what about their trajectory?
Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative Selling, SPIN® selling and many more - recommend that we always take the time to diagnose our prospect’s current pain points before we seek to propose our solution.
Why Inflexion-Point chose to partner with Membrain
Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into their groundbreaking sales effectiveness platform for complex B2B sales.
