Differentiation from legacy, discovery based sales training providers:
Best Practice Leverage: legacy sales approaches require each participant to zero base opportunity analysis vs. housing, distribution and updates of best practice.
Synthesized Discovery: legacy sales approaches require zero based discovery vs. guiding the customer with synthesized discovery that leverages patterns and best practice.
Integrated Sales and Negotiation: legacy approaches typically require two investments in selling and negotiation training with non integrated solutions from multiple providers and double the time for salespeople out of market. Precision Guide Selling integrates both selling and negotiation into training in one comprehensive solution that covers all stages of the sales cycle from qualification to close.
Technology: legacy approaches that have a technology solution typically are single user focused and process tracking vs. collaboration/best practice sharing and guided selling. Legacy CRM asks salespeople to "fill out a form" vs. providing them with real time data as a competitive weapon to guide customer decisions and sell at the speed of change. Legacy CRM does not allow leaders to communicate their priorities and guide salespeople's decisions at all phases of the sales cycle.
Differentiators from Insight based training providers:
Development of Insight: 5600blue does not rely on outside investments to develop insight data thereby avoiding separate investment and integration or adding additional FTEs.
The Insight Itself: 5600blue delivers insight to align with sales level and customer type, maps to multiple stages of the buy cycle vs. the one size fits all “big bang” approach to only top sales people and customers.
Training on Insight: 5600blue focuses on all stages of the buy cycle from qualification through negotiation of commercial terms and speaks to all levels of sales and customers. Most insight providers focus on one stage of the sales cycle.
Housing and Distribution of Insight: 5600blue provides proprietary cloud tools for housing, distribution and updates of insight. In addition to delivering real time data to sales teams, virtual coaching that is aligned with your sales process is also embedded into the tool.
Ongoing Enterprise Competency: 5600blue solutions include building and leading an internal insight team of existing FTEs. We track with real time market shifts such as; competitive capabilities, customer needs and your capabilities.
Integration of sales process, buy process, data, methodology, training, coaching and technology:
In 2011 5600blue executed root cause analysis of why many sales training investments fail to yield desired results. One of the main root causes was disjointed, non integrated solutions for sales teams. 5600blue is the first consultancy with a vertically integrated solution for your enterprise and sales team. This solution integrates sales process with the customer buy process, methodology, training, technology, precision guided selling data, deal coaching and win loss reviews in one comprehensive package.