Sales methods

A well-calibrated sales process is a good basis for boosting sales performance. A well mastered sales methodology as well. They serve as a framework but remain generic if they are not personalized according to your prospects, their industry, your contacts and their progress in their buying journey. Define or revisit your sales plays and your game plans, adapt your tactics to maximize your chances of winning every time. Invest your time and energy where the likelihood of success is greatest and the ROI most compelling.

Targeting key accounts first requires an awareness that you can sell more to accounts with proven potential. A database and a good dose of intuition rarely do the trick. Thanks to a simple method of evaluation of the potential of purchase and the segmentation of your strategic accounts, we offer the best of the Target Account Selling approach, from in-depth qualification of your sales opportunities to strategies for winning every time.

The Challenger Sales method is rich in lessons and probably the most disruptive of the last ten years. However, it is based on two fundamentals: positioning what makes you unique and adopting a style of conversation with your customers that involves a deep expertise of their business and their role. Implementation can be daunting and requires change management skills that few organization can endure. Our approach allows you to take shortcuts…and control your sales cycle.

Solution Selling, Value Selling, complex sales, positioning the value. Whatever. In this offer, we make the best of Solution Selling. The definition of the 5 components of your sales process and your value proposition serve as a starting point for a profound transformation of your sales organization. Tools and techniques are made available to turn your sales force into a true value-delivery machine at every stage of the sales journey.

Read our articles on sales methods

Sales: Playing when the dice are loaded.

Every sales executive has experienced the delicate situation where an RFP or a RFP like demand is received from a buyer out of the blue. The deadline is for tomorrow and the request is detailed enough to assume that your prospect has been thinking about the best...

The Keys to B2B Key Account Management

Key account management is an organizational process used by B2B vendors. The name is self-explanatory: the point is to adopt a specific approach with your most strategic customers. Many KAM programs fail, are partially implemented, or dropped after a few months. Here...

Sales KPIs

A limited version of “The World of Sales KPIs” is available for download. The topic of sales performance measurement is endless. Without overwhelming you with numbers and figures about all the available KPIs, we give in the sections below some keys to...

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