Korn Ferry, as one example, sells a product called Korn Ferry Sell to manage this process within the Salesforce CRM. Managing the strategic selling Blue Sheets, and the entire process should be done in your CRM. Identify and understand when a prospect is ready to buy.As a reminder to touch base with all stakeholders on a regular basis.Track your interactions and progress with each stakeholder.Identify stakeholders early in the sales process.This sheet began its life as an actual paper printout, due to a lack of white paper availability when the team when to print it out, blue paper. The Blue Sheet is a form that sales professionals use to keep track of key stakeholders and the details of each stakeholder, such as their role in the buying decision, their relationship with the seller, and more. Now that you know what each member of the buying committee needs, execute on that understanding. Take time to identify all members of the buying group, understand your level of influence with each, the interest they have, and how you can best collaborate to win the deal.įocus on where you can build stronger relationships and determine where you can strengthen your supporters and weaken your detractors.
The methodology breaks down into three primary areas. What are the stages of the Sales Methodology? Increase close rates for opportunities with long sales cycles.”.Forecast revenue with greater accuracy.Improve team collaboration to pursue strategic opportunities.Allocate resources appropriately for large sales.Gain more visibility into the status of important sales opportunities.Navigate the internal bureaucracy of customers and prospects.Secure approval from multiple decision makers.
“Strategic Selling® may be the right solution if your company is trying to: We would suggest reaching out to them directly, but their one-pager speaks to the following points: Is the Miller Heiman Strategic Selling Approach Right for you?
If you are selling a product or solution that is complex, challenging to articulate, with multiple stakeholders involved, and generally high-priced, the Miller Heiman Sales Methodology may be worth considering. Note: The Miller Heiman Group is a part of Korn Ferry. The Miller Heiman sales process is a decades-old sales methodology, originally called Strategic Selling, that leverages a three-stage approach to move prospects through the sales funnel.
0 kommentar(er)
