The Sales Methodology Blueprint: How To Choose The Right One For Your Business | Sales Hacker
B2B sales is governed by the following methodologies.
DIY Self Service: A complete end-to-end web experience where clients educate themselves and complete the purchase online.
Transactional selling: Helping customers buy the solution they picked themselves, often through online research. These customers often are in a hurry and ready to buy.
Solution selling: Customers already understand their problem and want sales to address specific issues with products and services. Customers buy in days to weeks.
Consultative selling: The customer does not fully understand the problem. Sales has to diagnose the customer’s situation to determine the right solution. Sales can take 6-18 months.
Provocative selling (ref: HBR Provocative Selling): Sales experts can identify clients who will face a problem before the client himself knows. They provoke an executive client into action. Often applied to innovative solutions, this B2B sales methodology takes anywhere between 3 to 9 months.
An excellent primer on the basic sales methodologies.
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