How To Stop Losing Sales: Adapt Your Strategy To The Modern Buyer

Don’t tell me that you are still relying on the same old sales playbook created for the 90s. It doesn’t matter if you are a Challenger-style salesperson, or you're into SPIN, where guiding prospects through their Situation, Problem, Implication, and Need-payoff with precision questioning is important, or MEDDIC, qualifying leads based on metrics, economic buyers, decision criteria, decision process, Identifying pain, and champion, or Sandler sales framework to build trust through upfront honesty, or Winning by Design, optimising every stage of the customer journey with data-driven playbooks.

These sales methodologies may have served you well, but understand this, buyers nowadays demand a different approach. They are proactive today more than ever. In this era, executing those sales strategies may not be enough. They are not that fast and they are not that convincing either. You need support from marketing to counter the situation. Why marketing in the first place? Because marketing helps you create better opportunities. Your marketing team can read the game better than you. It’s their job to read the game and construct the winning play. Your job is primarily to score goals.

Here are the main 5 strategies marketing can effectively assist to keep you winning . . .

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