NEW STRATEGIC SELLING: A GAME CHANGER FOR SALES PROFESSIONALS

What is New Strategic Selling?

New Strategic Selling is a sales methodology developed by Miller Heiman, a renowned sales training and consulting firm. This approach focuses on understanding the customer's buying process and developing a strategic sales plan to win the deal.

Key Principles of New Strategic Selling

The following are the key principles of New Strategic Selling:

• Customer-Centric Approach: Understand the customer's needs, pain points, and buying process to develop a tailored sales strategy.
• Strategic Planning: Develop a comprehensive sales plan that takes into account the customer's decision-making process, competitive landscape, and potential obstacles.
• Collaborative Selling: Build relationships with key decision-makers and influencers to gain a deeper understanding of the customer's needs and preferences.
• Value-Based Selling: Focus on delivering value to the customer throughout the sales process, rather than just pushing products or services.

Benefits of New Strategic Selling

The following are the benefits of New Strategic Selling:

1. Improved Win Rates: By understanding the customer's buying process and developing a strategic sales plan, sales professionals can increase their chances of winning deals.
2. Enhanced Customer Relationships: New Strategic Selling fosters collaborative relationships with customers, leading to increased trust, loyalty, and long-term partnerships.
3. Increased Revenue Growth: By focusing on delivering value to customers, sales professionals can identify new sales opportunities and drive revenue growth.
4. Competitive Advantage: Sales professionals who adopt New Strategic Selling gain a competitive edge in the market, setting themselves apart from others who rely on traditional sales tactics.

Examples of New Strategic Selling in Action

The following are examples of New Strategic Selling in action:

• Case Study: IBM

IBM implemented New Strategic Selling to improve its sales performance. By focusing on understanding customer needs and developing strategic sales plans, IBM saw a significant increase in win rates and revenue growth.

• Case Study: Cisco Systems

Cisco Systems adopted New Strategic Selling to enhance its sales strategy. By building collaborative relationships with customers and focusing on delivering value, Cisco saw a significant improvement in customer satisfaction and loyalty.

Implementing New Strategic Selling in Your Organization

The following are the steps to implement New Strategic Selling in your organization:

1. Sales Training: Provide sales professionals with comprehensive training on New Strategic Selling principles and methodologies.
2. Coaching and Mentoring: Pair sales professionals with experienced coaches and mentors who can provide guidance and support.
3. Sales Enablement: Equip sales professionals with the tools and resources necessary to implement New Strategic Selling, such as sales planning templates and customer engagement platforms.
4. Performance Metrics: Establish clear performance metrics to measure the effectiveness of New Strategic Selling, such as win rates, revenue growth, and customer satisfaction.

Conclusion

New Strategic Selling is a game-changer for sales professionals, offering a customer-centric approach that drives results. By adopting this methodology, sales professionals can improve their win rates, enhance customer relationships, and drive revenue growth. Implementing New Strategic Selling in your organization requires a commitment to sales training, coaching, and enablement, but the rewards are well worth the investment.