inthenow

Account Executive

Transactional vs Consultative Selling

I'm transitioning into a role where I am expected to take more of a consultative approach to selling. In my previous position, the sales cycle was shorter (4-6 weeks), I primarily dealt with 1-3 stakeholders, and the process was more defined. In my new role, the deal sizes are bigger, the sales cycles are longer, more stakeholders are involved and there is no defined process.

I'm sure other have experienced this as they move more up market. I'm finding that I need to relearn/learn a whole new skill set and almost starting from scratch in a way.

Any materials, insights, feedback, podcasts, etc that can help with this transition?

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9 comments

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detectivegibbles

Politicker

Sales Director

I think SPIN Selling by Neil Rackham is one of the better sales books that speaks into this.

Personal insights in longer cycles:

1. Get a clear picture of the cadence you and your POC should be connecting (once a week, month, etc). If it involves multiple stakeholders, understand each's position and role in the company and decision making process.

2. Checking in can feel nuanced and bothersome so try to bring something of value to each connection. "Had an update from our product team, thought you might find this valuable. How are things progressing on your end?"

3. Make sure every interaction is concluded with clear expectations for next steps.

4. Keep filling the pipeline. Deals you worked months on will fall through and there's nothing you could have done so keep a growth mindset. Opportunity everywhere.

inthenow

Account Executive

Thanks for the actionable feedback! Especially #2

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You will have to have more irons in the fire because of the longer sales cycles.

Discovery never ends. Every call is a DC. And you may have several calls prior to any type of demo.

Lots of good books out there. Use the Search Bar.

jefe

Arsonist

🍁

Exactly. Disco never dies.

Maximas

Tycoon

Senior Sales Executive

That's right.

Diablo

Politicker

Sr. AE

The major key for me for longer sales cycle is ‘Patience’. Many a times I feel I have reached the final stage to learn it was just the start.

It’s more strategic - right message to the right stake holder at the right time , you need many follow ups. I find MEDDIC helpful for this type of clients.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Great insight. Patience is a very applicable word in longer sales cycles and consultative sales in general. It takes a lot of time to get all the relevant shareholders onboard.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

https://www.saleshacker.com/consultative-selling-techniques/

This might help. You can transition into the consultative selling, with these techniques. I am doing transactional selling right now, but I did consultative selling. Reverse engineering:

- You might want to learn a lot of patience with your prospects.
- Teach them the processes, the best practice and the product value step by step
- Nurture then with loads of information
- Don't jump the gun on timeline and pricing
- Map the champions and influencers 1-2 calls within this deal.

bandabanda

Tycoon

Senior AE Mid Market

Gap Selling by Keenan is a great book. About to finish it right now.

Also, Chris Orlob’s content on LinkedIn is solid.

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inthenow

Transactional vs Consultative Selling

9 comments

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