Sales Development

Sales Development

The sales process can best be described as a series of steps that will help the seller from the initial research phase through to a closed deal – some even argue that the sales process does not end there. It not only requires a lot of work to ensure that you win a new customer, but also for the customer to become loyal and create value for the company for a long time to come.

All sales processes are unique. How the sales process is structured depends entirely on which products you sell, which company you work for, which industry you are active in and who your potential customers are.

Challenge or Insight Selling example
Target, Teach, Tailor, Take control.

Insight Selling, a way for salespeople to set up scenarios that enlighten the buyer and build trust. By using “insight scenarios,” a sales team can solidify sales relationships and significantly increase sales volumes.

  • Using control, diplomacy and empathy, the “challenger” pushes the customer outside their comfort zone, focusing on value addition not price discussion

    • The “challenger” speeds up the customer’s decision-making process to reach faster decisions and counteract indecision

    • Focus on the potential for change, not the need for a solution. Focus on customers who are prone to change and can act quickly and decisively, not on those who are stuck in old structures and relationships that inhibit change

      • Companies where needs arise, driven by the organization or the market/industry

    • Deliver insight that changes the framework for how the customer views their business and needs

      • Teach the customer something new, thought-provoking and valuable about how the customer can compete more effectively in their market

    • Communicate sales pitches from the customer’s perspective, focusing on the customer’s drivers and performance

      • The content is tailored for different functions and individuals at the recipient organization