Deal complexity and sales volumes dictate different approaches to selling. By aligning the sales execution model with the underlying business model and activating the right volume metrics and team skills, companies can accelerate pipeline performance.
Sales execution is the day-to-day management and execution of the sales process, including activating and maintaining the right level of outbound prospecting activities and applying sales excellence to orchestrate and advance opportunities through the pipeline.
- Engage Prospects: Execute prospection activities consistent with territory profile, establish personal connections and rapport and drive the demand funnel and lead generation.
- Orchestrate Opportunities: Understand buyer needs and process, qualify opportunities, craft sales strategies, and communicate value persuasively.
- Close Sales: Craft solutions and build proposals for maximum value and establish win-win mutual commitments that help buyers achieve goals and objectives.