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.

Why Winners Win

Ask salespeople why they win and they say "relationship" and why they lose, they say "price." Our win/loss practice leader Hugh MacDonald has executed over 20 billion dollars in win/loss reviews over 12 years and points to a different reason; "Salespeople win when they show customers how they meet their needs at higher confidence and lower risk than alternatives." In fact, we believe this is the very definition of value; how you meet customer need incrementally better than an alternative. 

Recently we executed research at 55 companies and included both cross-functional leaders and front line salespeople. We learned many things but two stand out:

  1. Most executives and salespeople define value as how you meet customer needs but leave out the competing alternatives
  2. Over 80% of the same organizations report that they are not highly effective at mapping how they meet customer needs better than alternatives

This challenge is made even more difficult by the fact that customer needs, your competencies and those of competing alternatives are shifting rapidly.  Is your organization giving salespeople what they need to win?