S
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SellingForSovereignty

VP, Sales

Executive
Good Citizen
Member
+2

Best sales methodology?

You've heard the plethoras of various thought leaders, books, and frameworks for what the best sales process and strategy is so now let's see how they rank for 2023 and beyond. What do you believe is the REAL winning method??

*Since this group is mostly startup tech sales, let's focus on startup tech sales and an innovation sale. Selling Salesforce is much different than a cutting edge cybersecurity technology. Most of us aren't at a Salesforce, and if you are, sorry I feel bad for u. 

ok go :) 

Top Sales Methodology you believe in

Attached poll
*Voting in this poll no longer yields commission.
✍️ Sales advice
👍 Sales Process
👑 Sales Strategy
15

21 comment

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Filth
Politicker
7
Live Filthy or Die Clean
FYI this question gets asked about once a quarter and the result is always: Mix of all and depends on the situation and prospect. TY for the poll and point but you may not see much action as this is a reoccurring question. There is no best or one size fits all. No magic bullet both in sales methodology, email templates, cold outreach strategies, or resumes. You have to keep throwing enough things against the wall until you find a way that works best for you with room for pivots as needed.

Happy Hunting.
RandyLahey
Politicker
3
Account Manager
Thank you wording what I tried to, much more eloquently.
SellingForSovereignty
Executive
1
VP, Sales
Fwiw, completely agree. That’s why I mentioned startup innovation sale. Also not looking for advice on what I should use, I was just curious what other people think in the same space. I guess follow up question for you - what dictates which sales methodology to use?

Also. People throwing spaghetti at the wall until it sticks are sophomoric. There are patterns, indicators, or at LEAST educated guesses for something this basic as how to approach a deal.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Having some sense of Filth’s experience, I suspect it’s not literal seeing what sticks, it’s more like A/B testing and refining the approach to get success. Educated starting places with flexibility along the way and room for adjustment. Not rigid.
Filth
Politicker
3
Live Filthy or Die Clean
@SellingForSovereigntyI completely understand and I can see why the idea of seeing what sticks sounds very caveman but to @Sunbunny31's point (and it scares me how accurate she can read me) it will feel like you're just shooting from the hip as you look back at deals that worked, those that you lost, and deals that almost didn't until you pivoted, and pivoted again to get some traction then keeping track of the win/loss of each pitch your throwing.

Sometimes it's challenger, sometimes it's Sandler, sometimes it's giving the prospect enough shit about their favorite baseball team b/c they are rivals to your team and the CFO appreciates the genuine authenticity of your personality or calling them out for their outdated carpets and office b/c bottom line is only thing that matters to them so let's not pretend it's different right now. It's good to have a plan but be ready for it to get blown up and then just have confidence that you can shoot good shots and feel good about giving it all you got at the end of the meeting win or loss.

It's tough from a methodology perspective but the real key components are really understanding your product/service, not just on the surface, really know it (shadow a engineer for a day and pick their brain if you aren't sure) and why you feel (always feel b/c it's harder for people to argue emotions and feelings versus thoughts) that the org you're talking to is going to be better off with said product/service. It's about big picture story telling without losing sight of the players in the game.

I have nothing against strategies...I just don't have a name for the mutated, and sometimes chaotic, amalgamation that mine has become.
GDO
Politicker
1
BDM
try them and use the bits and piece that worked in the past. Also it needs to feel natural to you and the convo you're having
RandyLahey
Politicker
3
Account Manager
The BEST method is RIGHT this WAY. WOW...

Dude this is way too vague. There is no 'best' way.
Pachacuti
Politicker
3
They call me Daddy, Sales Daddy
This is often asked and my usual answer is to study as many as possible and then use what works for you in your world. There is no “best” methodology, just what’s best for you.
CuriousFox
WR Officer
3
🦊
The best one is the one you make for yourself.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Some combination of any. And many overlap anyway.

What I use: whatever helps me fill in the SFDC fields I'm required to in order to advance my deal. I'm usually capturing what I need in the process of discovery and continued conversation.
itsjustdri
1
Account Executive
The best methodology is one that combines all aspects of all of those.

I know I know, it’s a wild thought but here me out.

When you have internalized all of the different methods you start to unconsciously pool the ones that work best for you together creating your own mishmash.

This is what I have found works best for me. Different prospects react different ways to different methodologies. Your best bet is to learn basic psychology coupled with how and why people buy. Then begin testing.

Also, “How to win friends and influence people” is an incredible book to read and internalize for sales.

Maximas
Tycoon
1
Senior Sales Executive
Challenger sale definitely to me!
HappyGilmore
Politicker
1
Account Executive
Mix of everything
kneehigh
Politicker
1
Senior Enterprise AE
MEDDIC or MEDDPIC if you want to try to standardise the sales process and keep management happy also if you have a mix of junior and senior AEs its a pretty clear cut process to follow.

Challenger sales if you are more senior and have the confidence to challenge senior CXO levels way of thinking. Also for E Sales both MEDDPIC and Challenger have their merits
1
Business Development Manager
Combination of BANT and Sandler.
Pepe
Opinionated
1
Enterprise Account Executive
Strongman by Ed Wal- a combination of all of the above.
Justatitle
Big Shot
0
Account Executive
Frameworks are great and all, end of the day, you need to have a style that works for selling as well.
CRAG112
Valued Contributor
0
Account Executive
These sales methodologies are simply tools within your tool boxes. They should not be considered an end all be all.

Some companies swear by them, but you need a comprehensive process with outlined questions that are relatable to the businesses and people you are speaking to.

Lets take pain identification for example.
Which of these processes highlights this point exactly?

Has the problem been elevated? Who with power
knows about it and cares?



0
HealthCare Executive
Has anyone ever heard of NEPQ by Jeremy Lee Miner?
famas
Opinionated
0
BDR
Winning by dessing its pretty top
plaknas
0
COO
I'm finding success with The Justin Michael Method.

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