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SELL THE DIFFERENCE: Establishing your Unique Solution Value

Modern Selling - Art, Science AND Engineering

Posted by Bob Apollo on Wed 18-May-2016

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Insight_Squared_Ramp_square.pngB2B selling has become increasingly complex. Every sales leader today understands this, and it’s obvious we need to take steps to increase the effectiveness of our sales processes.

I believe that modern selling is not just a heady blend of art and science - it also benefits from applying an engineering mindset. Engineering is about finding repeatable, implementable solutions to common problems. If you want to scale a sales organization, you need the ability to encapsulate critical information and apply it in a way that drives repeatable results.

I recently talked about this challenge with Cara Hogan, the host of Ramp, InsightSquared’s SaaS analytics podcast. I hope you'll find the conversation as stimulating as I did...

In this exclusive 23 minute episode, Cara and I discuss:

  • How successful selling is a blend of art, science and engineering
  • How machine learning might help improve sales results
  • A simple formula for improving your sales forecasting
  • How sales teams are having to change to be successful in 2016 and beyond
  • ...and much more

One of the key themes we explore is the idea that “there are dozens of factors that drive success in a sales opportunity ... data points that are unique to each sales process, and have a very high predictive value as whether an opportunity is likely to close. If you identify those patterns of success for winning opportunities, you know where you stand.” You can listen in on the whole discussion by clicking on the link below.


 You can find out more about our partnership with InsightSquared here.

Topics: Analytics, Sales Process, Insight Squared