There’s many a sales methodology in the market, but most focus only on large deals, and typically only on the skills required at the point of sale completely missing everything that must happen before an opportunity has been identified.
Such sales methodologies fail to assist businesses with their overall sales process and their need to ensure their energies are focused where they will gain maximum return from their sales and marketing budget.
Knowing how to deal with an opportunity is great, but how do you find one in the first place? If all you do is respond to inbound enquiries what control do you have over the pace or direction of the development of your business?
Performative Structured Selling® provides the foundation for your own go-to-market model. It creates a lean, agile selling engine that addresses the complete selling cycle enabling you to build a manageable customer base from which you can then fill your pipeline with opportunities that you can objectively assess for your chances of winning. This not only helps the sales force to use their time more effectively, but also enables your sales management to deploy their resources for maximum return.
The Performative Structured Selling® framework permits the flexibility to incorporate the things that are already established and working well within your existing processes, into the final solution.
Performative undertook three assignments for us between 2002 and 2005 including the customisation and deployment of Performative Structured Selling® of which the key principles are still in use today. We have come to realise the true benefit of this robust methodology as it remains a constant in the business regardless of the changes in personnel, market and proposition. The work done by Performative created a great foundation for what is now a very successful business.
Want to increase the return from your Sales and Marketing budget? Get in touch with us to discover how you can tune your selling operation and build valued customer relationships.