Information overload is a thing of the present and future, creating pickier consumers and accelerating the need for superior customer service. SiriusDecisions published an excellent blog post last week detailing the need for dynamic guided selling – and we couldn’t agree more.
The sales journey is not only increasingly unpredictable, but it’s becoming increasingly human as well. In other words, the sales process has changed and is starting to resemble the buyer (and we’re a fickle, demanding, and smart bunch of folks). Insanity is defined as doing the same thing over and over and expecting different results. It’s time to do something different.
SiriusDecisions states dynamic guided selling requires sales organizations to quickly synthesize large amounts of external and internal data, rapidly deliver insights from the data to sales reps and provide dedicated sales coaching. Dynamic guided selling caters to the needs of both buyers and sales reps, by providing personalized guidance to reps and tailored responses for buyers – all throughout the entire selling process. It’s a win-win.
Accordingly, perfecting your sales system involves incorporating the right tools and technologies that allow sales teams to quickly adapt to changes in the selling process by automatically updating guidance and resources as deals change and evolve. To achieve this, sales leaders must therefore train their sales teams to utilize a dynamic guided selling system to streamline today’s intensifying sales complexity in order to remain competitive and close those deals.
A system to support dynamic guided selling addresses all the considerations SiriusDecisions lists when preparing to make the change:
- Map of buying process. A system will integrate the buying process right within your CRM to automate the mapping of buyer stages to sales stages.
- Customer marketing. Scales one-to-one marketing efforts systematically so all reps can take advantage of tailored content in each unique buyer engagement.
- Change-enabled reps. The best way to do this is to think about what’s in it for them. If the system makes it easier to close deals and ultimately allows them to achieve quota more consistently, reps will adopt.
- Data analysis competencies. Augmenting your existing data analysis capabilities with metrics that provide visibility into the selling system can dramatically improve predictability.
- Sales tools. All your tools should be integrated and streamlined with the ultimate goal of providing sales the intelligence needed at just the right time. Otherwise, we’re back to information overload.
With a deeply dynamic selling framework that delivers automated guidance, sales best practices, and information aligned to buyer stages and tailored to each unique selling situation, companies are able to accelerate the ability for salespeople to win deals by replicating best practices across the organization.
With the craziness of September fast approaching, August is the perfect month to take the leap and prep for change. Are you in?
Not sure where to start? Our eGuide on Managing Change can help you strategize the best way to implement a shift in your organization.