SELL WITH YOUR BUYERS:
Sales Process 2.0
The early 2000's sales process is still how ~90% of teams manage deals:
Qualify → Demo → Proposal → Negotiate → Close
We'll call it "Sales Process 1.0."
The issue here is the steps you take to sell a product, aren't the same steps your prospects take to buy it.
Which means 90% of companies have built their entire sales-led GTM around their sellers' activity — not internal buying activities.
For a 35-minute crash course combining every each stage, watch this. For a one-post summary, read this.
STAGES:
There are 3 types of activities inside every deal
The typical team's sales process is built around activity 1 and 2. Only the rare sales team builds their sales process around the 3rd. We call this "Sales Process 2.0"
1. Sales Activity
Prepping for a demo with a SE.
2. Mutual Activity
The group demo with sellers & buyers.
3. Buying Activity
An internal debrief after, that champions lead.
Teams shift toward 2.0 when they realize the entire point of a sales process is this:
Influencing the buying process.
Fluint is a modern go-to-market
Create and sell with a committed champion to influence the buying process for every deal in your pipeline.
Sellers beating quota with more calm, less chaos.
(PS, you probably don’t want to compete against the sellers using business cases, if you’re not.)
"After starting a new role, Fluint helped me land a $250K deal during my first 6 months on the job. Giving my champion a true business case made all the difference."
“We landed a multiyear agreement thanks to a Fluint business case. The buying team literally skipped entire steps in the decision process after seeing our champion lay out the value for them.”
"The 1-Page Business Case is a game changer. I used it as a primer for an exec meeting, and co-drafted it with my champion. We got right into the exec’s concerns, then to the green light and next steps. Invaluable."
"In the most complex deal I've closed we had to go through 8 very intense review boards with lots of uncertainty, but thank heavens I had Fluint to guide me. It's been seriously amazing."
$50M+ IN CLOSED-WON REVENUE WITH BRANDS LIKE:
