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: sales enablement

Will Salespeople Follow the Route of the Dinosaur?

Sales reps need to evolve or they will go extinct; some already have. Don’t believe me? Let me tell you a story. It is a bit long, but I promise the payoff is there.

I am confident that most of you reading this have had the “opportunity” to buy a car from a traditional dealership? I needed a gently used 2017 truck. My favorite car to buy is usually less than one year old and has about 5,000 miles on it. Essentially, I am looking for a new car where someone else ate the depreciation.

When I started my search a couple weeks ago, I went to both the local Ford and Dodge dealerships to look at trucks. At both dealerships, I had nearly the exact same experience.

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Precision Guided Discovery

Discovery has long been among, if not the most important selling skill. Gaining access to stakeholders and uncovering needs is key to presenting your value. 

However, most discovery looks like this:

 " What Keeps You Awake at Night?"

This approach makes it difficult to gain access to execute discovery and makes it harder to uncover areas to add value and differentiate. What is the value to an executive of meeting with you only to tell you what they already know? How are we going to add value when customers, who are more digitally informed than ever, are diagnosing their own needs and prescribing their own solution (many times sub-optimally)? More importantly, it has us following vs. leading.

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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”
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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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