Sales management for rapid scale
METHODOLOGY
The journey to the end result matters!
All too often sales calls become an interrogation, leaving prospects feeling defensive and unsure where the conversation is going. Effective approaches and techniques to sell can positively impact close rates, average order values, sales cycle length, time to value, the number of products adopted and even customer churn rates. So while everyone celebrates a won deal, it is important to consider how the business was secured.
Is the methodology best suited to your product-market fit: S.P.I.N., B.A.N.T., Sandler, Altify or something bespoke?
Vertex will guide you to the best methodology, implement it within systems and processes and even provide tailored training for bespoke methodologies for your representatives.
1. Spin Selling
SPIN stands for Situation, Problem, Implication, and Need-Payoff, and focuses on leading the conversation with the right questions at each of these stages. 30+ years old, it’s still effective because it asks thought-provoking, non-pushy questions that tell sales reps exactly what the prospect needs.
2. Target Account Selling
Target account selling is all about picking the right prospective clients to target and engage with. It requires attention to detail, research, qualification, mapping out and creating buyer personas. Once set up much of the methodology lends it well to process automation which further facilitates scale.
3. Solution Selling
This method focuses on problem-solving at large, not on the product itself. The solutions are usually highly-customized products or services based on each customer’s needs. Solution selling starts with figuring out a prospects biggest pain points and progress to conversations focused on the prospect & company, not the a products features or benefits.
4. Value Selling
Value selling covers benefit of your product, not the product itself. It's based on the premiss that people don’t buy products – they buy the net results of using your product. It requires reps to justify the price with the perceived value (highly subjective) and has a high risk/reward profile.
5. The Sandler System
An oldy but a goodie, the Sandler Selling System is based on customer buying behaviours vs. formulas or processes. The buyer believes they are pursuing the deal, resulting in a less pushy, non-salesy transaction. Its early qualification can also shorten sales cycles, significantly.
6. Marketing for inbound
In 2020, marketing & sales are completely entangled. In the past, customers leaned heavily on sales reps to guide them to a solution, but that is no longer the case. This method takes into account that you’re working with an informed prospect. Sales reps assume less of a salesperson role, and more of a consulting role.