How To Move Consultative Selling from 10 to 100 Percent Overnight
Learn 5 Action Steps to quickly move you up the food chain, by Competing in massively over-crowded global markets for high-quality sales opportunities is exceedingly difficult and burns cash. Reaching decision-makers burdened with information overload compounds this impact. It further burns up your selling effectiveness. With “attention being the new currency,” vendors need to learn to sell faster and get to executives faster. This requires well established “top-down” selling process. Selling from the top further also reduces the steps needed to close SasS or technology deals in less time. To overcome these obstacles, vendor sellers have to improve their modes of account research.
SALES RESEARCH REQUIREMENTS
- Both “public domain as 10-K and 10-Q data.”
- Widely available private data on the account’s markets, competitors, new products, etc.
- Experienced sellers and marketers who can identify the account’s goals and initiatives.
- Then they align their products to them using a consultative selling approach.
- An important step is to align the needs and priorities of “Buying groups & decision-makers” to solutions.
This gives you an advantage of being seen as a “consultative seller” and more of a peer than a sales rep. The absence of these techniques can put sellers at a 10% close rate vs significantly higher. The effectiveness scale starts at 10% but can go up to 100%.
THE ACTION STEPS
- Accounts Executives thoroughly research strategic accounts.
- Includes Public account documents, i.e. annual reports, 10-Qs, and Earnings transcripts.
- Identify the account’s strategic initiatives and priorities.
- Determine the “financial value” of your SaaS or Tech solutions in terms of increased revenue, lower costs, reduced risk. (the way decision-makers & C Suite measure how to buy).
- Align your solutions; business outcomes or value to the accounts priorities.
THE 100% SOLUTION
These steps will get you to the next level in sales literally overnight. Being able to demonstrate value and speak the language of a decision-maker is a strong sales advantage and differentiator. Not every prospective B2B executive, whether from IT or the business, needs measurable and predictable financial value to buy from you. But, EVERY deal has at least one or several decision-makers, a buying group, and procurement. Ultimately expenditures get across the C-suite desk for approval signatures. They want you to be financial & consultative at 100%. Please CONNECT or FOLLOW me as we value your feedback. We are always glad to share 100s blogs & tools on SaaS & Tech Sales into enterprises, and they are on our website under “Our Thinking”.
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