The realSociable Guide To The Top 6 Sales Methodologies

Discover the sales best practices that will help you beat quota and get in the game.

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Decades ago, sales was a face to face approach, that focused on persistency & value. As technology and the rise of

distributed systems that can be re-positioned transformed the change between accounts, to pipeline and sales opportunities,

we saw a decline of high-touch large size deals shift to 4 P marketing and the rise of the new sales model.

!Today, financial advisors, to professional services, to account execs at enterprise groups and large-scale commerce and

media companies, share a common thread – the desire to grow faster, bigger and do it with the support of automation tools. We began to rely on web metrics, content creation, and mass

emails, to assist in the creation of new lead opportunities.

What is Driving the change for sales and marketing teams to become more realSociable? !The shift from numbers to conversion & the need to WOO your customers.

Maximizing your WOO (Window of Opportunity) is how to gain sales effectiveness.

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!Sales Effectiveness | Highly Successful Sales People

Their behavior in any sales cycle demonstrates: 1. Continuity 2. Trust 3. Commitment 4. Preparedness 5. Ability to Relate

(all the time!) This behavior is discovered in approximately 8%* of sales individuals today. !

!!So why do most companies still lose more that they win? !The difference of definitions and the criteria that once made good sound sense on how we rated, scored and evaluated the qualification of a prospect that turned into a suspect can no longer be served as the basis of a methodology for the next-generation of effective sales and marketing teams. The challenge remains – an affirmation of interest does not equal an affirmation to buy. !The shift of a new smart & intuitive sales individual requires a new dimension to the ability to assess, and that requires the return of a modern-era playbook – “Continuous Lifetime & Trusted Relationship”

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!Even with tight processes and sales methodologies, most firms only see at most a 10% uplift in quota attainment – Aberdeen Group !!Sales methodologies and improving sales rep retention remain to see an aligned marketing and sales approach. Most B2B companies have less than 8% of marketing tools in the sales process. – Forrester !!In 2014, research conducted showed that even progressive to mature organizations with high sales performance have, on average, 28% of the team using the sales methodologies. – Accenture !!In the same study conducted, organizations showing higher sales methodology adoption demonstrate a lengthened sales cycle for 42% of qualified opportunities. – Accenture !

GOAL Improve adoption of sales methodologies, effectively, without cumbersome process. !Integrate unique velocity tactics & influence sales methodology effectiveness while empowering each sales member to define their ‘accelerant’. !

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The Six Top Sales Methodologies in 2015:

!SPIN

Conceptual Selling SNAP

Solution Selling Customer Centric

Challenger

How to Tap into Social Intelligence to Drive Sales Capacity… …like the top 10% do…

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We explore a behavior extension that can activate and accelerate your plays that have been proven to work, helping

you to WOO your customers. !!!

SPIN Selling makes you ask the right questions. Not every question is equal. Some are targeted to get you the

information that matters for your deal.

Do you know how to ask the right questions?

Situation Problem Implication Need Payoff

Questions aim to understand a

prospect’s current situation.

Questions get to the heart of the prospect’s

issue.

Questions probe the prospect to think

about the consequences of not solving the problem.

Questions prompt the prospect to consider

how the situation would change if their problem was solved.

Tip: Get the business intelligence you need before you set foot into the meeting. !

Sell the concept in Conceptual Selling. It’s not about the fancy buttons or the shiny product, but the concept and story

behind it. Can you sell that?

Want to find out how they think about your product?

Confirmation questions to reaffirm

information.

New information questions clarify the prospect’s concept of the product or

service and explore what they’d like to

achieve.

Attitude questions seek to understand a

prospect on a personal level, and

discover their connection to the

project.Commitment

questions inquire after a prospect’s

investment in the project.

Basic issue questions raise potential

problems.

Knowledge

Clarify

Mindset Proactive

Investment

Tip: Maximize the opportunities found online !

Snap your connection and the deal into place with SNAP Selling. It’s a matter of finding points

of integration.

What does it take to do SNAP selling?

Simple Invaluable Alignment Priorities

Keep it simple when you talk,

present or pitch. The more clearly you can convey your ideas and the value, the

better.

For them to sign the contract, they have to believe that there is

something about your product and your

team that provides a calculated value to

them.

Find their issues, concerns and needs and show how you form an alignment

with them.

Don’t present on things that matter to

you. Find their priorities and show how your product

helps.

Tip: Technology should be a simple and invaluable addition, not another layer of complexity. !

Understand what needs your prospects actually have in order to show how your service or

product provides value

What does it take to do Solution selling?

Ask Teach

Ask open ended questions to

discover goals, plans, challenges, timeline, budgets

and level of authority.

Discover if your product will truly help.

Listen

Actively listen to the answers.

Qualify Close

Qualify this prospect because not everyone is

worth pursuing or is able to be your

client.

If it looks like and feels like a good

fit, close.

Tip: People do business with people. That’s how sales in the modern era got started and that’s what makes a sale right now. !

Go from product pusher to collaborative consultants in CustomerCentric Selling

How do you re-orient yourself to the customers?

Ask relevant questions instead of offering opinions.

Converse situationally instead of making presentations.

Focus on the solution instead of the relationship.

Target decision makers instead of users.

Promote product usage to garner interest instead of the product alone.

Close on the buyer’s timeline rather than the seller’s.

Strive to be the best seller rather than the busiest.

Empower buyers to buy instead of convincing them.

Tip: Quality matters over quantity — this isn’t a numbers game. !

Almost half of the top performing sales reps are Challengers.

What makes you a Challenger?

Teach Tailor Talk

Customize communication

with each prospect, showing in depth understanding.

Actively communicate,

focusing on goals, not being liked.

Provide information about your product, and any challenges,

while building a savvy future customer.

Tip: The right technology can be invaluable to reducing process and admin work.

realSociable provides the technology you need to help you create velocity to your method.

!Preparedness

realSociable helps you to track what matters to you and what your leads are posting so that you always have the insight you need to make that connection.

!Priority

When something matters to you, you can set triggers in realSociable to bring up those items as soon as they’re posted. Never wade through piles of information and fear

missing out on what matters.

!Intent

To get insight on your prospect’s current intent or interactions (including competitors). This can be competitive loyalty, influencer or other presence details as part of the

realSociable SocialDNATM features.

Every Sales Person Deserves an Equitable Chance to Meet their Goals. !

Augment your sales methodology & WOO your customers. Windows of opportunities are moments where your prospect and you have a common ground that reveal priority, preparedness and

intent. !

It is the ideal and most positive way to engage and convert.

Integrate a technology platform to perform a relationship-driven funnel, without compromising velocity.

Tip summary !!

Get the business intelligence you need before you set foot into the meeting. !Maximize the opportunities found online. !

Technology should be a simple and invaluable addition, not another layer of complexity. !

People do business with people. That’s how sales in the modern era got started and that’s what makes a sale right now. !

Quality matters over quantity — this isn’t a numbers game. !The right technology can be invaluable to reducing process and admin work.

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Solution Partners:

Request your Account Today. !Call us 1.800.821.1365

Email us: info@realSociable.com Visit us: www.realsociable.com/woo