Strategic Sales Methodology

Managing complex, multi-level solution sales for large corporate accounts requires strategic sales excellence particularly if they involve emerging technologies. Key elements in the process are building relationships and credibility within the account(s) that allow the sales team to “earn the right” to engage in a sales process, while at the same time qualifying the opportunity. I have found that understanding the prospects vision for the solution, and their personal and professional “win” in implementing the solution, provides a solid roadmap to success. Listening skills, empathy, and the ability to qualify, understand and confirm the prospect’s pain points are the foundation for ultimate differentiation from competing alternatives. Once established as a “trusted advisor”, discerning the real issues and marshalling key resources to address those issues for all stakeholders builds sales momentum towards the close. If the aforementioned process is managed and executed properly, collaborating with the prospect stakeholders on the proposal, and negotiating a mutually beneficial agreement is a natural conclusion to the sales process versus a contentious and/or uncomfortable one. Strategic selling today can be optimized by eliminating as much risk as possible from the sales process for the prospect. True strategic sales professionals successfully guide their sales processes by keeping the objectives well-defined, and the aspirations, and politics of their prospects clear. In this way, they avoid multiple mid-course corrections resulting in extended or failed sales cycles.

Software Sales Excellence Blog

This blog will explore key tenets for developing software sales excellence both for individuals and  organizations.  Beyond my own comments, you will find links to other esteemed authors who I believe have relevant and impactful perspectives that are important for today’s selling climate.
View Duncan Law’s profile