Can you share thoughts and experiences about enterprises selling by using the below sales methodologies?
- BANT
- SPIN
- MEDDPICC
- SANDLER
falcon108
Which sales methodology is good for enterprises selling?
14
There are good aspects of all of those, and other sales methodologies as well. You need to do your research into as many as possible and pick out the aspect which resonate the best with you and apply best to your world and the product you sell.
I have my personal favorites and Sandler is not among those.
I have my personal favorites and Sandler is not among those.
As per the situation we need to adopt a suitable methodology.
Remember, these are tools in your toolbox. You need a process across all areas of the sales cycle. Discovery, solutions alignment, etc etc etc.
Got it.
I would recommend look at your CRM. If you use SF or Hubspot, you should see each deal stage very easily when an opp is created.
Look at each deal stage and start getting a detailed list of questions that correspond with the deal stage. If your company does not have that built out already, start setting meetings with both your Sales Manager, the VP, and at least CSM and product as well to help define the right questions and needs so you can be successful.
Qualification:
Discovery:
Solution Alignment:
Demo:
Next Steps and Negotiations:
Buy in/buying process:
Closing:
That's just an example, everyone has different sales stages based on their selling process.
There is no limit to the amount of questions for each stage. Keep in mind many of these questions are meant to be asked of yourself. And the idea is to have a comprehensive enough list and idea that can be applied to a variety of solutions v a one size fits everything.
Look at each deal stage and start getting a detailed list of questions that correspond with the deal stage. If your company does not have that built out already, start setting meetings with both your Sales Manager, the VP, and at least CSM and product as well to help define the right questions and needs so you can be successful.
Qualification:
Discovery:
Solution Alignment:
Demo:
Next Steps and Negotiations:
Buy in/buying process:
Closing:
That's just an example, everyone has different sales stages based on their selling process.
There is no limit to the amount of questions for each stage. Keep in mind many of these questions are meant to be asked of yourself. And the idea is to have a comprehensive enough list and idea that can be applied to a variety of solutions v a one size fits everything.
Well said! Thanks for sharing an example.
There are tons of threads on these, really depends on the end client/segment.
I like the idea of MEDDPICC, but I find that in general, if you go into a new segment with preconceived notions, you are likely to struggle initially.
BANT is my go-to baseline.
I like the idea of MEDDPICC, but I find that in general, if you go into a new segment with preconceived notions, you are likely to struggle initially.
BANT is my go-to baseline.
Search bar for the win. We JUST saw a thread on MEDDPICC.
This topic comes up all the time. Tons of information on the forums already.
This topic comes up all the time. Tons of information on the forums already.
Okay.
Totally agree with you.
I just commented this on another post but think of methodologies like diets, they all work if you stick to them. Some are more sustainable than others but they should all have positive results if you follow the process.
With that said, I think it is just as important to focus on who will be training and implementing the methodology. In fact, I'd say it might be more important. A bad trainer is going to let you down no matter how good the methodology is.
I'm a sales consultant and trainer for early stage SaaS companies. The companies I've worked with that already have a method in place but are struggling typically had a bad trainer, gave up on the system too quickly, or tried the DIY approach (sales manager read one book and then became the de facto expert/trainer/coach on the method).
If you're bringing in outside help, spend good time talking to the groups you want to use. Throw some objections at them and see how they deal with them. They should be using their own method if they are any good.
With that said, I think it is just as important to focus on who will be training and implementing the methodology. In fact, I'd say it might be more important. A bad trainer is going to let you down no matter how good the methodology is.
I'm a sales consultant and trainer for early stage SaaS companies. The companies I've worked with that already have a method in place but are struggling typically had a bad trainer, gave up on the system too quickly, or tried the DIY approach (sales manager read one book and then became the de facto expert/trainer/coach on the method).
If you're bringing in outside help, spend good time talking to the groups you want to use. Throw some objections at them and see how they deal with them. They should be using their own method if they are any good.
You're absolutely right. Even though they have a playbook and follow the system but they need the right trainer to understand and practice the methodologies in detail before reaching target audiences.
Not to dodge the question. It's a good one. But at what point does talent fit into the equation? You can have the best process attached to the best methodology attached to sellers that can't find their way out of a bag. Does anything work?
True!
We use MEDDPICC for our Enterprise sales and itโs the right one for the solution we offer
Good to hear that!
The best is what you make
True!
3 and 4 are decent
I only have experience with SPIN selling which, for a long sales cycle or large customer process like enterprise, would be s decent fit I think. Couldnโt really apply it to our space though.
Thanks for sharing your thoughts!
What the vast majority of sales methodologies have in common is a positioning of being the "absolute" recipe for sales success. The end goal for all of them is the same, how do we sell x product into z company. A sale at it's core is a boring interaction, money goes from one bank account to another in exchange for some sort of product. The disconnect in all of these books is recognizing that different people have different talents and maximizing an individual's potential is the true measure of a successful sales strategy. Having been through them all, Miller Heiman, Challenger, Spin on and on, the best guidance to provide is you've got to figure out how to best exploit your own talent and that will inevitably include bits and pieces of many different strategies. Don't rely on a canned series of steps that eliminate the essence of what this profession is all about, the connections between people.
Awesome! It's purely depends upon the talent of salesperson, situation and how meaningful conversation he/she is having.
Prefer SPIN, also I advise you trying the search bar for more relevant threads on this!
Noted with thanks!
Welcome to the WR btw!
Thank you!
MEDDPICC
We just went through Customer Centric Selling and it's a really great methodology, especially today. Really focuses on business goals, cost-benefit analysis, building a sphere of influence, and negotiating. It was very beneficial.
Thanks for sharing insights.
Enterprise seller here.
BANT is the framework I use in my own mental map when talking to customers.
My company used to be MEDDICC and now we have our own thing we've come up with.
But this is all about discovery and qualification, not really a 'methodology' from a strategic perspective.
Personally, a combination of Challenger Sale and Solution Selling seem to be the best 'methodology' to apply for a full-lifecycle relationship with customers.
I tend to think of enterprise selling as a 4-step process:
- Generate Curiosity (Hey, that seems neat, I'm going to get more information)
- Convert Curiosity into Interest (I see that this could be valuable for me and want to figure out how to take advantage of that value)
- Convert Interest into a Decision (I want to work with you to capture this value)
- Convert a Decision into Action (I want to start work on this within a specific timeframe with specific milestones)
BANT is the framework I use in my own mental map when talking to customers.
My company used to be MEDDICC and now we have our own thing we've come up with.
But this is all about discovery and qualification, not really a 'methodology' from a strategic perspective.
Personally, a combination of Challenger Sale and Solution Selling seem to be the best 'methodology' to apply for a full-lifecycle relationship with customers.
I tend to think of enterprise selling as a 4-step process:
- Generate Curiosity (Hey, that seems neat, I'm going to get more information)
- Convert Curiosity into Interest (I see that this could be valuable for me and want to figure out how to take advantage of that value)
- Convert Interest into a Decision (I want to work with you to capture this value)
- Convert a Decision into Action (I want to start work on this within a specific timeframe with specific milestones)
Insightful!
Okay.
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