Choose one that maps to your business and will grow with you as you scale up your team . Miller and Heiman encourage reps to ask questions within five categories: Conceptual Selling focuses on listening. Sales methodology fills the gap between what needs to be done and how you must do it. The final and most important part of methodology adoption is creating the right training. Thomas recommends approaching the implementation of a new sales methodology or sales training program like a change management process, including developing a communication, measurement, and alignment and integration strategy. Looking to implement a sales methodology for your sales team? 4. When it comes to sales methodologies, there are 10 most popular methodologies companies use: The Challenger Sale. You go through a painstaking process and choose a new sales methodology. making the consultative sale significantly longer. Sales How to Develop a Sales Methodology Developing core principles can help unify your sales team as your company grows. The best you can do is wait six months to see the results. In transaction selling, clients don’t value the role salespeople perform, and usually prefer that salespeople are excluded from the process altogether. More specifically, how does that situation cause a pain point? Before you start developing your playbooks, slides and other materials, it’s advised that you test your new methodology on a small scale—especially if you lead a large sales team. One of, if not the first methodology was developed by Xerox in the 1970s and dubbed the ‘Needs Satisfaction’ approach. Therefore, the first step is to map out the existing sales stages. The name says it all: this method focuses on the challenges, goals, and convenience of the customer. Most importantly, you’ll be able to see early signs that your chosen methodology contributes to better results or a faster sales cycle. That’s the wrong way to go about it. 2. What are the results of that problem? Because buyers are now more empowered and informed when it comes to purchasing decisions, inbound sellers use data and analytics to hyper-personalize their messaging to pull customers towards the desired action. Create guides and playbooks that salespeople can get their teeth into. Choose a book. Provocative selling is best used when you’re selling innovative solutions that address a CEO’s top issue. By selecting two to three of your reps to experiment with your chosen methodology as part of a short-term project, you can begin looking for bumps that will need ironing out as part of your training. This is almost never true.Successful forecasting begins with a collaboration between the manager and the forecaster, in which they work out answers to the following questions. A customer understands the problem and has a pretty good idea of what solution they are looking for. The difference is that Solution Selling aims to educate the prospect with relevant materials, case studies and insights before moving on to the product (the solve stage). SNAP Selling is one of the best sales methodologies because of how it identifies three critical decisions involved in a sale. A sales methodology is the philosophy that drives how you execute steps in the process. It then frames the conversation around buyer needs and sales opportunities to establish a proposed solution, which a customer would agree to justify a purchase. There are so many trademarked methodologies from so-called experts, and many of them sound similar. How to select the right sales methodology There is no one size fits all sales methodology. Once you’ve identified the challenges your prospect faces, it’s time to dig into the implications of those issues. mplication. These new habits will stretch them outside their comfort zone. Only after they’ve grasped these overarching methodologies should you introduce them to the detailed sales processes and tasks they’ll be undertaking in their day to day duties. Questionnaires can be an effective tool for this, but we recommend you talk to customers on the phone to understand the pain-points your product solves. You can either adopt existing methodologies, such as SPIN Selling or The Challenger Sales model (which we will explain in detail below). Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year. Under this dynamic, customers make a purchase because they “trust” the seller and expect the purported benefits and results to be realized. Fill in the blank: Every step of your sales process needs to be _____. A sales methodology arms sales teams with numerous benefits: Strategies to … For example, you can choose one activity in your sales process and change it, then see if … Solution-sellers dive deep into customers’ unique situations to identify their pain points and establish an agreed-upon set of criteria that characterize an acceptable resolution. It was designed to provide their sales reps with a roadmap to navigate the highly competitive printing and copying space. Choosing a methodology that doesn’t align with your buyer personas, customer needs and business goals may have a negative impact. A methodology should come to life in a sales system like Salesforce CRM or Microsoft Dynamics. encapsulates many of the traditional selling techniques where sellers initiate and guide a sales engagement with a prospective customer. Every business, no matter big or small, requires a sales methodology that represents their sales goals, products, and its values. Would a project management platform that centralizes communication make your team work more efficiently? They provoke an executive client into action. If it appears that the prospect isn’t a good fit, the rep will let them go. A sales process includes the steps taken from lead acquisition to nurturing to conversion. This indicates there are different B2B sales methods. 4. You wouldn’t want to do the same if your product costs $10/month. Assign reps into groups of three, allowing two of them to maintain their training if one is on vacation. 4. You go back to your office, with no idea whether your sales organization is even executing the new sales process. Paul De Barros, Sales Manager at ChargeBee, explains why they adopted it themselves: “What I like about The Challenger Sales methodology framework is the idea of ‘Teach, Tailor and Take Control’. Customers buy in days to weeks. There needs to be a universal and continuous understanding that these methodologies hold importance. Aaron Browning, VP Sales at FrontSpin, is a proponent of the methodology. The Sandler Sales Methodology aims to treat the salesperson and the prospect as equals who are both invested in the sales process and come to a mutually beneficial conclusion. With your sales process mapped out, you’ll need to bridge the gap between your sales messaging and customer needs. Keep in mind that a sales process is different from a sales methodology. Jamie Stiff, Head of Sales at Lyvly, is an advocate of the methodology for how quickly it gets to the point: “You really get to the heart of the problem, and it eliminates the ‘nice-to-haves’ while getting into the real needs of the client. “Without question, the mantra of ‘Keep it Simple’ is the root of why SNAP selling is so effective,” he explains. As James Condon, European Growth Director at VanHack, says: “I always prioritize transparency over anything. This methodology was conceptualized and offered as a service by GrowthPlay. Provocative Selling Only recommended to deploy on specific accounts. For example, Atlassian made waves by growing to a huge size using a very low-touch sales model. Unlike other methodologies, adopting Solution Selling can easily be implemented into your current sales process. eed-Payoff. The sales methodology should be reinforced by managers and leaders. “Having a consistent process ensures that everyone in the business is speaking the same language as it relates to deals. Best sales methodologies SPIN Selling N.E.A.T. They’re just descriptions of how sellers sell, and how buyers buy. It’s formalized in almost every successful business. Look for methodologies that provide prospects with value. Therefore, the first step is to map out the existing sales stages. If you haven’t formalized your methodology, you should. See what kinds of questions work for you AND create value for your clients. The sales process consists of the systematic steps your sales team takes to move a prospect from the early stages to a closed deal. Think of a revolutionary way to do ERP, with a 6-9 month sales cycle, and just one or two deals per month per AE, averaging a contract value of $250k. 6 common sales methodologies and their role in the sales process, How to choose the right methodology for your business, Sales methodology training to empower your team. In fact, SiriusDecisions found that high-performing sales organizations are twice as likely to provide ongoing training as low-performing ones. With the adoption and training process covered, you may be wondering what sales methodologies are available to you and which are right for your business. Make sure it's at least 8 characters and includes uppercase, lowercase and a symbol (! Unlike a sales process, which focuses on defining the steps or stages on the path to purchase, a sales methodology offers a framework for how sales reps can approach each of those stages to win the deal. Before you can sell your product, you need to understand which problems the prospect has that it can solve. Here, we’ll explore five of the most common sales methodologies and which scenarios you might use them in. The Danger of Following Thought Leaders: How Bad Sales Advice Spreads, SaaS Sales Manager Training Blueprint For Proposals & Negotiations, By clicking "Continue" you agree to Sales Hacker's. According to Marc Wayshaw, 19% of non-top performers pitch their offering while only 7% of top performers report reaching the pitching stage. For example, one aspect of a sales methodology might help you convert more appointments into sales by giving you actionable approaches and responses to common objections. Choose one that maps to your business and will grow with you as you scale up your team. What would that look like? There are many different sales system in the market. It would make sense if, for example, you were selling a Sales Engagement platform for $20-100k ACV, with a 6-18 month sales cycle, and each AE closed about 1-3 deals per quarter. In the world of marketing, the concept of A/B testing helps marketers to experiment with a single element of a marketing message, landing page or advert at a time. This is why the authors put their focus on The Challenger profile for a book that has earned them a huge following. SPIN stands for four types of questions sellers should ask their prospects: These questions help sellers assess their customers’ real situations, isolate the core problems that need to be solved, and lay out the consequences of not solving the problems. Here are three steps to help you map your existing sales process: Here’s an example of what your process map might look like: We cover the mapping process in more depth in our sales strategy guide. Written by Matthew Dixon and Brent Adamson, “The Challenger Sale”  outlines how sales reps fall into one of five different profiles: According to Dixon and Adamson’s findings, 40% of high-performing salespeople use a Challenger style of selling. There are many different sales system in the market. Reps provide all the necessary information up front. If you’re selling project management software, these questions will help uncover gaps in your prospect’s existing workflow or solution. You put them through sales training. For example, it requires sellers to achieve the following milestones. The engagement can take the form of a cold or warm call, a chat session over social media, or an email outreach. Engage contacts who can influence decision makers when direct engagement is not possible. “Then, it’s up to you to prove you can deliver on that solution. How to choose the sales methodology that’s right for your business; ... On the opposite end of the spectrum is a more transactional sales methodology,” Dan explains. This means understanding if I have the solution for what a client needs, and being comfortable with letting go if they’re not a fit. Selling Conceptual Selling SNAP Selling The Challenger Sale The Sandler System CustomerCentric Selling MEDDIC Solution Selling Inbound Selling There’s always a method to… It provides a framework for reps to generate information, give information and get a commitment from the prospect. While this is an uncomfortable thing for salespeople to do, it’s an important trait to foster. To be a Challenger, sellers make customers aware of the potentially game-changing challenges and opportunities in their respective industries, then offering effective, tailored solutions. MEDDIC Sales Methodology #. When you are representing an innovative solution that challenges the status quo, you cannot rely on the consultative process because most clients do not realize there is a problem lurking. You mentioned unclear dependencies are a point of friction for completing projects. The Challenger Sale methodology uses an approach that aims to teach the prospect, tailor the sales process to their needs and take control of the conversation. Then… you wait. inbound sellers use data and analytics to hyper-personalize their messaging. Similar to SPIN, Solution Selling helps reps uncover the challenges or problems the prospect faces, and suggest areas of their product that will solve them. Your sales methodology should match your product, customer, and market. The Sandler Selling System is built up of three stages, each with steps underneath them: Focus on qualifying the prospect early on, as well as communicating value. This is where you can begin to encourage them to have accountability over their own development. Take these into account when collecting information on buyer needs. Here's how. Figure 3. Adopt or develop methodologies for each stage. 1. The seller’s goal — achieved through empathy, active listening, and asking questions — is to uncover the buyer’s ideal end-state. The best way to evaluate which methodology is right for your business is by identifying your needs first. As mentioned earlier, the key to adopting a new methodology is in the training. The goal is to reduce the impact of buyer-side politics on the sales process. Choose a methodology that’s too complex, and you increase the cost of acquisition, spending too much on lower-value customers. This methodology focuses on lead qualification and lead value assessment, enabling sellers to close deals faster and engage only leads with significant impact on their portfolio. By investing in sales methodologies, everyone on your team will be applying the same activities. Use it in medium volume, high velocity, inbound sales. At the moment, my team uses a cocktail of inbound, consultative and customer-centric methodologies.”, 4. Developed by Stephen Heiman and Robert Miller, this method reframes sales as a process where a seller persuades a buyer to purchase a concept (their desired outcome), not a product. Of course, you should do your research before every call, but these questions help you dig deeper into the mind of the prospect. Try things. It helps you gather information about the prospect’s role, organization and strategic goals. Any mismatch will feel unnatural to both the sales rep and the customer. Step 2. Solution selling: Customers already understand their problem and want sales to address specific issues with products and services. Where a sales process is a specific map for how to perform a task, a sales methodology is a set of guiding principles for how to act within and between the sales stages. You can always change this later. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The seller can then tie their solution to that end goal. Thankfully, there are sales methodologies that can provide the foundation for these guidelines. Given those pieces of information, you can calculate your average cost of acquiring a customer, and choose a methodology that protects your margins while maintaining healthy close rates. Education and providing information is one of the best ways to establish trust and improve performance. How often do tasks and milestones slip through the cracks? It doesn’t mean they aren’t useful, it just means you should be wary of trusting what you hear about any specific one. But before we dive into how to choose the right one for your business, I think it makes sense to first start by defining what a sales methodology is. The SaaS Metrics Blueprint: How to Define, Measure & Display What Actually Matters. Despite all the fancy names of sales methodologies listed above, B2B sales is really only governed by five methodologies. If several elements were tested at once, marketers couldn’t see which change contributes to an increase (or decrease) in results. Sales process is the path you provide to help facilitate your customers’ movement forward through the buying cycle. Many selling fads have come and gone over the years, so it’s important to choose a methodology that has proved successful over decades of business changes and industry disruption. Of course, as a manager, you must continue to schedule one-to-one coaching sessions. Finally, collect sales pipeline data to create benchmarks. Not all sales processes are equal, so you need to conduct an audit every now and then. The results you’d like them to generate. Which is why the situation and problem questions are so effective. You can do this by analyzing your performance metrics and conducting A/B tests to compare outcomes. Solution selling eschews the product-centric approach and focuses instead on the benefits, impact, and relevance of a tailored solution. Don’t be afraid to let an opportunity go if it’s not a good fit. Sales methodologies shouldn’t be confused with sales processes. Each sales methodology at its core is designed to empower reps to perform at their best using proven approaches to identify and solve problems. An inbound sales methodology, meanwhile, could help you develop messaging and campaigns that attract prospects to you. As a manager, you must also assess their strengths, weaknesses and the results they bring. Then, they are set up to guide buyers into reframing the situation, and imagining how the problem could be solved with their solution. You may help them write the RFP/RFQ. In inbound selling, marketing techniques get tightly meshed with the processes and goals of sales. When should you use transactional selling? You help them understand the real problem, and teach them how to look for the right solution. It’s largely about developing a relationship with the customer as you ask questions, educate them, and provide value. Your chosen methodology is the approach and group of activities used within those stages. 3. Or, you can develop unique methodologies based on your understanding of your customers. How much time does your team waste on ineffective communication? Part of the focus is about getting “in the head” of your customers. “My first response would be to use a methodology that will get used consistently,” observes Paul Dudley, Director of Sales at BrightEdge. Sales processes and activities are modified to suit the client’s schedule, objectives, and situation. No matter the industry, employees need to understand and follow a set of principles that define how to perform in their roles.Â. These approaches are usually based on substantiated psychological principles, as well as field-tested tactics conducted by the experts who developed them. The first step in this technique is to consult your client about the industry as a whole. The acronym spells out a method for navigating complex sales: Metrics - Quantifying the potential economic impact and benefit for the company; Economic Buyer - The person in charge of relevant budget decisions In the book, it’s made clear that, with the right training, any sales rep can learn to become a Challenger. These activities keep prospect and buyer needs in mind, bridging the gap between each stage of the sales cycle. This methodology reframes the role of sellers into trusted advisors who are as invested as customers in the success of a proposed or purchased solution. Figure 2. One of the steps towards sales success is creating and following comprehensive guidelines. The solution sales process is a reactionary process. Your prospect might not see these problems as critical, so your implication questions should shine a light on the true pain. What do the reporting & forecasting processes look like? Value Selling encourages sales professionals to ask the right questions, articulate the value of a product to the customer’s business, and demonstrate flexibility in formulating a mutually beneficial solution. If you’ve done the groundwork correctly, and uncovered the most critical problems, then positioning your product as the solution will be a breeze. Take this as an opportunity to get your sales team in a room for a block of time to clean up their pipeline and update it based on the new sales methodology. roblem. Sometimes, buyers like to see sellers replaced by web-based conversations and text/chat, through which they get direct and short answers. For example: if you sell a product that costs $100,000 per year, it might make sense to apply 6 months of consultative sales effort to get the sale. Target Account selling can also be automated using a CRM, making it a good fit for many organizations. We’ll cover this topic in more depth towards the end of this guide. The transactional sales methodology is reactionary. Challengers use the “teach-tailor-take” tactic to close a deal. The engagement can take the form of a cold or warm call, a chat session over social media, or an email outreach. This allows the seller to operate with genuine care and authenticity, which builds credibility and trust.”. How long the methodology will take to implement . DIY Self Service: A complete end-to-end web experience where clients educate themselves and complete the purchase online. The message should be clear that these methodologies may differ from the methodologies your star new-hire is used to, but that this is what’s proven to work with your buyer personas.Â. You get in front of the troops to announce it. While the process is a high-level overview of the steps to be compl… With an accurate analysis of a customer’s situation and their needs, sellers should forego further engagement when the solution doesn’t exactly match the problem. Measuring changes in deal flow, deals closed, etc. Establishing a guiding plan isn’t easy, of course, and must align with your mission, goals, target, and needs. Your sales methodology should match your product, customer, and market. Instead of selling a pitch, Conceptual Selling instructs reps to first understand a prospect’s perception (or concept) of their product. Adopting new sales methodologies helps optimize the entire sales process. Developed by the Harris Consulting Group and Sales Hacker Inc., this methodology was designed to turn BANT (budget, need, access/authority, timing) on its head. How reliable is communication between team members during projects? This methodology is characterized by a highly disciplined, tech-driven and tightly controlled approach to the sales process. Consultative selling: The customer does not fully understand the problem. Customers know what they want, and they are price shopping for lead times. You need to define your methodology before anything else, including the sales process. You need to choose the right one for the right occasion and you should be comfortable combining different methodologies to meet your ‘buyer’s needs’. How likely your sales team will be to fully adopt the methodology in all of their sales conversations; How well the methodology will work with your process and your target persona; Post navigation. Note: As opposed to inbound selling, outbound selling encapsulates many of the traditional selling techniques where sellers initiate and guide a sales engagement with a prospective customer. A sales methodology is a set of guiding principles that define how a business sells its products or services to customers. Here are three steps to help you map your existing sales process: Define each process stage: Understand the goal of each stage, who manages each area and where those roles are located. You may already have come across some or many trademarked methodologies like The Challenger Sale, SNAP Selling, SPIN Selling, Conceptual Selling, Consultative Selling and Strategic Selling… the list is endless, but it’s important to choose the right approach for your business. 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