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.

Filtering by Category: CSO Insights

Senior Leadership: Fertilizer for your Growth Strategy

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way salespeople sell and negotiate. That’s why American companies spend $7.2 billion every year on sales and negotiation methodologies. But beyond proprietary (and perhaps biased) consulting reports and high level-level academic papers on change, there’s little information available on whether those investing are actually achieving a return on their investment. 

“More than half of the firms report investing $1500-$7500 annually per sales rep in training…only a ¼ of reps use their company’s methodology more than half of the time”
Read More

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.

Read More