• Paul Majchrzak

6 Sales methodologies.


How to increase sales performance, hit quarterly sales targets, drive predictable revenue - these are the questions which entrepreneurs, CEO's, sales managers asks themselves. Sales methodology which fit into your industry, customers specific and size and complexity of your deals might increase sales performance and team morale.

We would like to help sales leaders to briefly present them their options. We picked sales methodologies that are appropriate for complex B2B sales environments.

Predictable Revenue

Developed by:

Aaron Ross & Marylou Tyler

Sold by:

Book and trainings

Primary Focus:

Process and techniques for b2b sales teams. Sales specialization system and outbound sales process. It helps entrepreneurs, CEO, Vice Presidents of Sales to build a sales machine.

Sandler

Developed by:

David Sandler in 1980

Sold by:

Book and licenses

Primary Focus:

David Sandlers observed salespeople at work and found that some of the work hard and struggle fo every deal while others almost effortessly close sales. Sandlers trainings delivered special seminars and private coaching for 30 years.

SPIN Selling

Developed by:

Neil Rackham in the 1980's

Sold by:

Miler Heiman Group

Primary Focus:

A structured way of using four types of questions in sales calls. It is based on research-backed framework for working and closing complex and extended sales deals.

Customer Centric Selling

Developed by:

Mike Bosworth in 2003 / 4 Solution Selling in 1980s

Sold by:

Licenses

Primary Focus:

Enabling buyer to visualize your solution as a way to solve his problem; Detailed process and tools.

Strategic Selling

Developed by:

Rober Miller and Stephen Heiman in 1980's

Sold by:

Miller-Heiman

Primary Focus:

Large complex sales 6 principles

The Challenger Sale

Developed by:

Matt Dixon and Brent Adamson in 2008

Sold by:

Book

Primary Focus:

Response to better educated customers for which founders believe traditional solution selling is no longer effective.

We hope we got your interest in some of the methodologies. Every company is different and so are their needs. In next posts we might dig deeper into each methodology.

#sales #methods #b2b #b2c #strategy #salesprocess #PredictableRevenue #Sandler #SPINSelling #CustomerCentricSelling #StrategicSelling #TheChallengerSale

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