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 Tag: selling at the speed of change

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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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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CRM: A Tax on Salespeople?

Technology was supposed to help salespeople compete, however, it never fulfilled that promise which is why 74% of organizations report low adoption. For sure it's added some value for management in terms of pipeline management and forecasting (even though average forecast accuracy is still below 50% and the odds at a Vegas craps table are better).  

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