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• Strategic SellingStrategic Selling® brings the entire deal into view for a selling organization.
• This involves first identifying all key players on the buy-side; understanding each one’s degree of influence and motives, evaluating your competitive position and strengths, and uncovering essential unknown information.
• Then, the salesperson or team develops comprehensive action plans to address the motives of each individual, to shore-up weaknesses, and to uncover uncertainties.
• This rigorous process significantly improves the odds of winning big deals in the shortest amount of time or of walking away from resource-intensive deals with a low probability of success.It also gives an organization a common process and language for pursuing large deals, allocating resources, and forecasting.
• This rigor and consistency ensures a high level of professionalism, facilitates effective sales management, and dramatically increases the odds of winning the business.If your organization is trying to address the following issues, then Strategic Selling® may be the right solution.* Solutions requiring approval from multiple decision makers* Navigating the internal bureaucracy of customers and prospects* Poor visibility into the status of big important deals* Difficulty harnessing resources and collaborating on large deals* Unpredictable revenue forecasting* Long sales cycles that don’t always result in won dealsGet download Miller Heiman – Strategic Selling (Interview) at Forimc.com today!