A lot has been said recently about the changing behaviors of
buyers. No longer are companies able to control the flow of
information to buyers thus the typical linear sales process has
been thrown out the door. Without this linear process, salespeople
are unable to control the pace and rhythm of the sales cycle.
During the summer I wrote about
Agility Selling - "a new paradigm that applies the
latest research and the scientific principles of chaos theory to
the challenges facing today's sales professionals".
As a follow up to that, I'd like to introduce you to a new
eBook from Richardson, The Roadmap to Scalable and
Sustainable Sales Transformation, which provides some case
studies from companies that tackled this new buying decision
reality by taking on "ambitious sales transformation initiatives"
in areas like sales readiness, sales development, and ongoing
sustainment of the behavioral and process changes.
As the introduction points out, prospective customers are designing
solutions and making some decisions before your company is even
contacted. Additionally, the emergence of procurement teams has
created a decision by committee atmosphere. Both of these factors
give a salesperson very little time to make their case so they must
be prepared to demonstrate value to any member of the procurement
team at a moment's notice. As trainers we must prepare them to
adapt to the buyer's buying cycle and present value in terms the
various members of the buying team understand.
Richardson's latest eBook offers 3 case studies highlighting the
dramatic steps taken by 3 companies to meet these challenges by
preparing their sales teams through proper training and
You can download a copy of the book here.
I hope you take some time to check it out!