Deal complexity and market volumes dictate different approaches to selling. By aligning the sales execution approach with the underlying business and offering model, companies can accelerate pipeline performance. Effective selling requires applying the right levels of activity and skills to effectively engage prospects, orchestrate opportunities and close sales.
- 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.