PLANNING FOR SUCCESS
According to Neil Rackham, the widely-respected B2B sales guru and author of the best-selling "SPIN® Selling", one of the most important things that separates top-performing salespeople from the rest is that they recognise the importance of investing in planning and preparation.
As a result, they are far better equipped to deal with whatever comes up in the course of their sales activities - whether anticipated or unanticipated. In fact, we'd go so far as to suggest that if any salesperson fails to plan, they are effectively planning to fail.
We've identified 4 levels at which planning can make a pivotal difference to sales outcomes: territory planning, account planning, opportunity planning and conversation planning. At each of these levels, if you're not clear about your desired outcome, you will inevitably fail to achieve it...
THE 4 KEY PLANS
FIND OUT MORE
If you like what you've heard about Outcome-Centric Selling®, and you want to explore whether it might 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.
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I look forward to our conversation!
Founder, Inflexion-Point Strategy Partners
EXPERTS IN APPLYING OUTCOME-CENTRIC THINKING TO COMPLEX B2B SALES
Our Outcome-Centric Selling® framework enables you to align your marketing, business development, sales, implementation 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 their critical business outcomes.
TO LEARN MORE ABOUT OUR DISTINCTIVELY DIFFERENT APPROACH, TALK TO US TODAY