sales methodology
Profit derives from usage - not initial purchase
Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them have come to prefer it.
Advance or disqualify!
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant conversation with a prospective customer in a complex B2B sales environment: a win, an advance, a continuation or a clear “no sale”. I’ll define these outcomes in a moment.
Critical to B2B sales success - stakeholder assessments
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
A brief history of sales opportunity qualification
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.
A next gen sales methodology
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.
This is why some B2B customers are still buying in the current climate
There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the current climate.
