In earlier videos, I shared the insight that, as sellers, we can slow the buying down. Historically, we did this by delaying a client meeting by several weeks to get the "2-week in advance" ticket price. As we no longer can travel, we see that buyers are now starting to buy faster.
Similarly, we see that the change in the way we communicate is disrupting the way we do business. In this case, we are seeing that sequential sales processes, often stage-based processes, no longer accurately reflect the way a client is buying, and as a result we are delaying the buying process.
In this video I go over three topics to explain all of this:
#1. Depict a real-life buying scenario in which my client is approaching me and jumping through my stage-based sales process
#2. I explain that this is the result of the tools both the buyer and the seller have access to, and that it is disrupting this conventional stage-based sales process
#3. To help our buyers to buy faster and have a better experience, in the years to come we need to move to a new model. A non-sequential sales process. Also called a non-linear process.
——-
With this video, I share my passion for marketing, sales, and customer success, and hope to open your eyes to the science behind selling. This video is part of a series of videos that dissects all parts of sales into scientific elements, such as a data model.
We publish an in-depth video about once every two to three weeks, and believe in quality over quantity. If you like this level of insights on B2B sales, please subscribe to this channel:
http://bit.ly/Sub2WBD
or follow Winning by Design on LinkedIn:
https://www.linkedin.com/company/winningbydesign
Learn more from WbD Founder Jacco van der Kooij on LinkedIn: https://www.linkedin.com/in/jaccovanderkooij
Want to reach out? contact@winningbydesign.com
– – – – –
About Winning By Design:
We specialize in enabling marketing, sales and customer success teams. Our roots come from advising and collaborating with high-growth startups and mid-market SaaS companies, and we help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world.
The impact of a non-linear sales process
https://www.youtube.com/c/WinningbyDesign
About Author
Your material has changed my life.
I need to do more of this! Thank you!
Such an accurate description
This is pure gold, Jacco! Love it!
Hey Jacco this was awesome!
Very interesting thougths.
I have 3 questions:
1. So is the sequential process taught/discussed in other videos: Prospect > MQL > SQL > SAL > WON still valid? Aren’t steps Disco > Demo > Assist > Propose > Commit helping to facilitate the sequential process?
2. I understand that the video tell us that we should be open to try some other processes and see which is the best and most optimal processes, Am I right?
3. The video is put inside Playlist of 8 Scientific Models, should I expect the video addressing one of the 8 models?
Top, hier heb ik wat aan!