LEADERSHIP


• Individual buying process exit criteria— what each buyer needs to see, hear, feel, understand, and believe in the current stage to feel comfortable moving forward


• Value Drivers • Buyer Types (financial, feasibility, and functional buyers)


• Common Concerns STEP 3:


ALIGN SALES PROCESS WITH CUSTOMER LIFECYCLE Many buyers are not professional procurement leaders, and their process is not always clearly defined or linear. But most do progress through some semblance of awareness, interest, exploration, comparison, and decision making. Rather than forcing a structure on something


that is fluid, your role is to ascertain where your buyers are, where they are headed, and how to adapt and respond appropriately. Sellers who


master this capability will better support their buyers. See this chart for an example.


STEP 4:


ADOPT AN EFFECTIVE SALES METHODOLOGY Methodology is how your reps sell as they move through the sales process. Most companies don’t have a complete methodology that spans the entire customer lifecycle. In some companies, it’s almost a free-for-all. According to CSO Insights’ 5th


Annual Sales


Enablement Study, “Only sales process and sales methodology adoption rates above 75 percent resulted in above average results for revenue plan attainment, quota attainment, and win rates.”


Think about the adoption rates in your company. Are you at 75 percent? In most companies, this represents a significant opportunity to reap rewards. Many give up far


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