5600blue

Precision Guided Selling

Introducing Precision Guided Selling

Precision Guided Selling provides management the ability to guide sales people and salespeople the ability to guide customers at every step of the sales process, from qualification to close.

That’s what we do. . .

5600blue has created the first-ever vertically integrated sales platform that delivers the processes, technology and enablement to mine, synthesize and distribute knowledge and insights to your salespeople at the speed of change.

Are You Prescribing a Solution Before Diagnosing the Problem?

With all the changes happening in the world of buying (B2B Digital Revolution, Committee buys, etc.) how is this impacting the fundamental role of sellers and those who support them?

SHORT ANSWER: It is impacting them in a lot of ways.

LONG ANSWER: Looking across the changes and how they are impacting sellers, one stands out above the rest. A seller today, needs to be able to successfully “change the conversation.”  Allow me to explain...

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Disconnected Sales Solutions

Providers deliver their own methodologies for different aspects of the sales process, such as tactical selling skills, another for questioning skills and a third for negotiation skills. Each come with a separate process and language, as well as their own tools and forms. These disconnected solutions, while independently may be effective to some extent, are still point solutions for a specific pain within the sales process. When you look at your sales organization today, does this sound familiar?

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Evolving from Seller to Thought Leader

The role of a sales professional evolved slowly over many years. We went from being "order takers" to “vendors” to “sales consultants” to “trusted advisors.” The last couple years however have ushered in change at a manic pace! We find it both fascinating and challenging for those attempting to keep pace. We’ve read about The End of Solution Selling in Harvard Business Review and most recently The End of Competitive Advantage by Columbia Professor Rita McGrath. Professor McGrath argues that due to a constant change of your value, as well as that of competitive alternatives, sustainable competitive advantage is being replaced by a series of short term transient advantages. We see that many support systems for sales enablement have not evolved to keep up with the speed of the current market. We’ve also heard about the B2B Digital Revolution (Google/CEB). 

Traditional sales training, CRM and marketing support have not kept pace with what salespeople really need to compete in hyper speed.

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Precision Guided Selling Case Study II

Many customers are now more knowledgeable than the people selling to them. Traditional sales solutions – training, marketing, CRM products – just aren’t cutting it anymore. Today’s sales teams need a better way to sell: a fundamentally different way to sell, that enables them to take full control of the sales process.
That is exactly the conclusion Metaswitch came to when they realized a new approach to engaging with customers was necessary.

Click here to access this case study.

Precision Guided Selling in action

The sales game has changed. The world has experienced a digital revolution, and now management priorities, customer needs and competitive advantages all change in real time. Many customers are now more knowledgeable than the people selling to them. Traditional sales solutions – training, marketing, CRM products – just aren’t cutting it anymore. Today’s sales teams need a better way to sell: a fundamentally different way to sell that enables them to take full control of the sales process.

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Your GPS to sales success

Your days of annual planning, fixed value, and customer needs are gone. Now selling happens at the speed of change. It is now imperative to change the way we sell, to make our numbers with more knowledge and less methodology training. Precision Guided Selling offers help building organizational competency to support sales, as well as the individual knowledge and skills needed for sales in today's world.

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