B2B Street Fighting Blog

how to turn sales' best practice into common practice

Posted by Brian Dietmeyer on Tue, Jan 08, 2019 @ 04:39 PM

the end of sales methodology

We win deals when we:

“Show customers how we meet their business needs at higher confidence and lower risk than alternatives.” (1)

Winning has become more difficult: close rates are at an all-time low (49.6%), and actually lower than the odds at a craps table! (2)

Why is this? One reason is the end of sustainable competitive advantage. Our value, competitors’ value, and customer needs are all changing real time. In order to win we need to map each transaction and prove how our value meets needs better than their alternatives. As salespeople we need access to real time content that helps us capitalize on a series of short term transient advantages.

We call this competing at the speed of change.

“79% of B2B buyers believe the content provided by sales reps is very influential in their vendor selection, yet 75% of sales content created by marketing is never used by sales.” (3)

Traditional sales methodology was created in a world that no longer exists. As the name suggests methodology focuses on methods, what we need to do. Spending two days in a selling class and filling out a “sheet” at the end no longer provides the value it once did. What wins in today’s selling environment is what we need to know. That is one of the reasons developing your bench strength into high performing reps takes so much time. Your bench players need to learn what your best players intrinsically know… now.

The number one area that needs the most improvement in the next 24 months:  Deliver key decision-making data to executives. (4)

The key selling skills: qualify, gain access, discovery, create value, negotiate and close are still relevant. Each of these skills however need the real-time custom content that connects sales with what they know and what they do. This content has to be “real time” to keep up with changes in your value, competitor value, customer needs and your go to market strategy. To win today we have to be smarter than our customers and competitors. 

PGS logoA New Approach: Precision Guided Selling

We’ve spent the last six years building a new “blue ocean” solution that addresses the needs of today's sales teams.

  • Custom real time content that tracks with every skill and stage of the sales process, and helps turn best practice into common practice.
  • SF.com integrated cloud technology to house, update and deliver content sales needs at the right time, in the right format.
  • Training, deal coaching and win/loss reviews offered in person or on demand through our proprietary platform to scale best practice to common practice.

“5600blue’s combination of process, technology and knowledge creates a game changing platform for delivering insight data both in real time and in a way that is accessible to sales teams. Salespeople now have access to the actual knowledge they need to optimize the value they bring to the table.” 

- Jim Dickie, CO-FOUNDER CSO INSIGHTS

Please contact us for more information or go to www.5600blue.com   

 

  1. Sales Scope International
  2. Chief Sales Officer (CSO) Insights
  3. Sirius Decisions
  4. American Marketing Association

Tags: sales enablement, 5600blue, precision guided selling

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