Please enable JavaScript.
Coggle requires JavaScript to display documents.
New Reality of Enterprise Sales - Coggle Diagram
New Reality of Enterprise Sales
Customers are better prepared
Ready for meetings with web research, LinkedIn lookups and basic product understanding. Some prefer pre-reads. Expects more preparation from seller.
Focused on ROI/value equation - how does the proposition add value to existing setup
Extensively use technology (e-meetings, notes, product demos, social media searches, visual infographics)
Neuroscience works, with focus
Neo cortex process data. Here one needs to create product differentiation. Contrast creates value; as attention spans are low (through before/after, visual cues)
Limbic system gathers emotions. Seller has to connect at an emothional level in first meeting itself - and take a position (what can the buyer expect from the relation)
Lizard brain assesses survival. Here the seller needs to play that current (status quo) is not sustainable and can impact buyer's personal status/growth etc. This part needs to answer the "why now" question
Biggest battle is with status quo
60% of the prospects buy (from the pitched solutions or others)
65% of buyers like the buying vision (initial view of impact from the project as presented) - lofty and aligned vision wins
35% of buyers bake-off (go through a structured process of evaluation, comparison etc.)
40% of the prospects do not buy (move the project to cold storage) & maintain status quo
All relationships are required for a sale
Commercial pitch (TCO/ROI/Value equation)
Relational anchor (trust & escalation)
Managerial go-to (people, specifics, details)
Cognitive lead (consultative, big picture)
Stakeholder influence mapping at discovery is crucial
Account and influence maps (peg interest levels also) - output RACI
Documentation and sending of key minutes of meetings/calls
Hierarchy and process of decisionmaking
Verification of the account & influence maps through multiple checks & as sale progresses