What sales strategies should we implement?
Short Answer:
Please read Jeff Thull’s book Mastering the Complex Sale where he details how we’ve moved from Sales 1.0 “show up and throw up” (the talking sales brochure) to Sales 2.0 Neil Rackham’s SPIN Selling where you focused on a set of questions to draw out the magnitude of the pain a firm was suffering to Sales 3.0 where the client doesn’t have time to answer a bunch of questions and doesn’t know the answers to them anyway. The sales professional of today, armed with data from marketing, knows more about the clients pain points than the client – and uses this knowledge to both inform the client of the magnitude of a challenge which the vendor can solve.
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