Customer-Centric Sales Process
Most traditional sales processes define stages and milestones in terms of sales activities - such as qualify, demonstrate, propose and so on, and assume that progression is always one-way.
You might be able to get away with that in simple B2B sales, but as Gartner have pointed out, it's a hopelessly inadequate basis for managing complex B2B sales in which the customer decision process is notoriously non-linear.
That's why our approach involves a customer-centric sales process in which pipeline stages are based on an accurate reading of the current phase of the customer's decision journey, and which explicitly recognises that at and from any point along the way, they may decide to move forwards, backwards, go round in circles or abandon the journey altogether...
Our approach recognises that the customer's decision journey typically starts long before it is identified as an active sales opportunity, and continues long after an order is received.
In fact, the journey isn't over until and unless the customer acknowledges that the issue they set out to address has been resolved, the value they sought has been delivered, and the outcome they expected has been achieved.
Only then can we be confident that our customer will renew their subscription, and be open to further expanding our presence in the account.
Find Out More...
If you like what you've heard so far about Outcome-Centric Selling®, and you want to explore whether it could turn out to be a perfect fit for what you're seeking to accomplish with your company's sales organisation, simply fill in the form on the left, and we'll set up a call.
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I look forward to our conversation!
Founder and Chief Outcomes Officer
Inflexion-Point Strategy Partners
Applying an outcome-centric approach to complex B2B Sales
Our Outcome-Centric Selling® framework enables you to align your marketing, business development, sales and customer success functions around the common goal of convincing customers that you - above any other option they may be considering - are the partner that will ensure they achieve better future outcomes.
To learn more about our distinctively different approach, book a call today