![]() ![]() It forces sales guys to do their complete homework on accounts and not get stuck on THE ONE contact they feel most comfortable talking to ( a super classic trap, you see it happening every day even with the best sales guys). ![]() ![]() Work that crowd to help them reach a consensus for a buy decision.Then determining their level of support for your proposition to flag the ones that would oppose it or go with it.To categorize the different contact/roles by their influence on the sales cycle.Or keep it light and actionable by using only the core principles of the approach, which in my view delivers 80% of the value. You can use the framework in fairly sophisticated ways and some, including myself, would call it cumbersome: document/plan every aspect in writing. Miller Heiman / Strategic selling is a proven framework to make sure your sales guys will do a thorough job of covering a given account. I use it a lot but in a light kind of way, because I have also my reservations on the way it is often “implemented”. I have been using this framework (among others) for many years and was put into a number of trainings sessions for my various companies and employers.
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