- If you are one of the 58% of worldwide organizations investing into one of the many flavors of solution-centric selling processes (e.g., Solution Selling, Customer Centric Selling, PowerBase Selling), you must be wondering:
- How can we diagnose our sales performance?
- How can we validate our market and product messaging?
- How can we verify our competitive differentiation?
- How can we ensure that our sales process is aligned with the buyer process?
- Solution-centric selling models require, but, do not provide: Articulation of your competitive differentiation; Common and appropriate messaging to the right buyers; Understanding of the buyer needs or mapping of your solution to those needs. Remarkably, only 20% of the organizations who have invested into a solution-centric selling process have aligned their sales training investment with the customer’s buying activities and 80% do not have a continual post-decision interview (win/loss analysis) process with their prospects to extract buyer perception or sales cycle performance! Sales Cycle Analytics, Inc. (SCAI) believes that post-decision interviews are essential and non-discretionary because, if carefully executed, they hold the key to market perception of your and your competitor’s solutions, differentiation and performance (sales, brand and marketing).
- If you are serious about selling solutions, SCAI offers a foundational companion service to the solution-centric process selling methodologies, Sales Cycle Diagnosis Subscription Service, which is a solution designed to mentor corporations preferring to internally learn how to mine the prospect knowledge from post-decision interviews rather than outsource this essential process. Using SCAI’s trademarked prospect perception verification model, SCAI will train your organization how to self-diagnose, measure, and verify its sales cycle performance, messaging and competitive differentiation required for all of today’s solution-centric selling process environments. Once the collection process is mastered, SCAI ensures that our clients transform all corporate, sales, and marketing (product and communication) DNA into a common location enabling “message” continuity accessed corporate-wide. Finally, an iterative buy-side validation process will be instilled, so that your organization has a continual monitor of its solution-centric selling performance. Specifically, the Sales Cycle Diagnosis Subscription Service delivers:
- One day "Aligning Your Buyer and Seller Processes" on-site workshop
- Creation of your organization’s Win-Loss Analysis/Post-Decision Interview template
- Quarterly one-on-one coaching teleconferences monitoring progress
- 10 Annual Memberships to “Sales Cycle Performance Club”
- Topical Presentations of the Month including: Branding, Win/Loss Analysis, Aligning Sales & Marketing Messaging, Verifying your Differentiation, The Importance of Knowing your Attributes, Aligning Sales & Marketing Strategies with Prospect Perception, Value Mapping, Creating a DNA Ecosystem)
- Members-only Sales Cycle Forum for logging questions, sharing and receiving advice
- Members-only Library of Guru Interviews (e.g., Brand, Solution Selling, Value Mapping);
- Members-only Instructional Newsletter offering essential advise to better align your sales process with buyer activities
- 2 tickets to SCAI’s national Selling, Marketing, and Messaging conference
For more information and pricing on SCAI’s Sales Cycle Diagnosis Subscription Service, please contact us at info@SalesCycleAnalytics.com.
Perception Analysis
