Neil Rackham popularized the SPIN sell in his book, SPIN Selling. We’ve summarized the best methodologies here. If you’re confused about which (or how many) sales models or methodologies you should use to help shape your sales efforts, don't worry. Regardless of whether your business offers ERP implementation services to large enterprises or cooking supplies to local restaurants, your sales team could still see success from employing the methodology's principles - like offering surprising insights and helping prospects navigate the buying process. For example, consider "The Challenger Sale" methodology - which is listed below. That’s not the case with sales methodologies.ĭifferent sales organizations can implement the same sales model and see similar success - no matter what their companies sell or how they function. Since no two businesses are the same, a process that works for one company could flop for another. Every organization should develop its own unique sales process based on its customer's needs, vertical, products, and industry position.Īlthough different, your sales model/ methodology still needs to align with your sales process if you want to consistently close sales - especially B2B sales. Methodologies or models tend to be best practices relevant to one specific part of the sales cycle - whether in the qualification, discovery, demo, or follow-up stages of the process.Īnother key difference between sales processes and sales models has to do with specificity and individual business needs. Unlike a sales process, a sales model usually doesn’t apply to the entire sales cycle. Sales ModelĪ sales model is a business’s specific approach to selling and outlines how to make a sales methodology work. Sales methodology is often used interchangeably with sales models however, they are separate terms with notable differences. It takes goals and turns them into actionable steps for your reps to complete during each stage of the sales process.įor example, some sales organizations implement different sales methodologies to reach their prospects' pain points throughout the buyer's journey.Ĭonsider our Inbound Sales Methodology, which provides an overview of how the company works to lead prospects to buy, as a generalized philosophy. A sales methodology is a framework or set of principles that guides your sales reps to close clients.
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June 2023
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