Sales Methodology

The different sales methodologies out there and how they compare

Sales Methodologies: A Comparison of 15 Essential Approaches

What are Sales Methodologies? Sales Methodologies are simply a framework, tactic, or strategy you use to guide yourself and your Sales Team to accomplish sales results. Here at SOCO Sales Training, we truly believe there is not 1 best sales methodology; instead, the approach should vary depending on the team, market, and product being sold. …

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challenger sale methodology

Decoding The Challenger Sale – Effective or Hype?

The Challenger Sale book was first published less than a decade ago, quickly becoming the hot topic of discussion across the industry due to its position as ‘Anti Solution Selling’ – a sales methodology adopted by organizations worldwide. In the book, authors Mathew Dixon and Brent Adamson argue that relationship-building is no longer the best …

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hunter vs farmer sales reps

Critical Distinctions Within The Hunters and Farmers Model

The Hunters and Farmers Model helps guide sales leaders in developing each representative’s inherent strengths to gain the team’s shared ideal outcome. For instance, most organization’s structure requires a group of Hunters. The Hunters’ responsibility is to find leads. Conversely, a team of Farmer’s responsibility is to nurture existing clients, compel prospects, and inspire long-term …

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Using the MEDDIC Approach to Qualify Prospects and Acquire Customers

Each year, B2B sales teams waste countless hours pursuing unwinnable leads, while, at the same time, failing to reach out to qualified buyers. Such an approach is not the most effective use of employee time and company resources. Using the MEDDIC approach to customer acquisition can dramatically improve your sales figures.  Also Read: Decoding The …

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agile sales singapore to manage teams

Using the Agile Sales Methodology to Manage Teams

The way people are buying, the people who are doing the selling, and the typical sales process are all changing. With these changes, some sales managers have been adopting the Agile sales methodology. While this particular sales methodology is not an entirely new approach to management, it’s rather a recent import into the world of sales.   Also …

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