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on Business Exploration.
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with interesting people.
Selling industrial solutions should not be so painfull.
But we struggle:
The problem comes when we have to tell our team how to do it.
In B2B they will need to consider a great number of factors:
the customers know their job and competitions is not sleeping.
We are the coach of the Sales Team, we put them in the job, and they expect our instructions.
If building your Strategic Selling Playbook is giving you some headache,
Before to talk about the Strategic Selling Playbook, let's have a common understanding of what is Strategic Selling.
Strategic Selling is an approach to sell, that focuses on helping the Customers to buy.
The goal of Strategic Selling is to define the processes and actions a sales organization adheres to, in an effort to land orders.
It’s designed to inform Sales Teams about:
All this information is condensed in the Strategic Selling Playbook that describes:
The Playbook shall help the Sales Team answer 2 key questions every Buyer has:
After you helped your Sales Team give these answers,
then you add all the remaining activities, specific for your business model.
you may want to give a look to our Strategic Selling Workshop