Strategic Thinking has found its way into selling!

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The role of being strategic in sales today.

Strategic thinking & activity has found its way into mainstream sales techniques, approaches and activities. In fact a comparison of traditional sales activities often present in a typical sales pipeline or funnel to today’s strategic selling demonstrates a significant shift in where a sales person spends his or her time.

 

Traditional Sales Approaches

Sales Activities/Stages

Strategic Selling

30%

Prospecting

20%

5%

Needs Assessment

30%

20%

Proposal/Quote

20%

40%

Closing

10%

5%

Relationships

20%

100%

Total of Stages

100%

Coach-Play1

 

More time is spent in the early stages of the selling cycle ensuring one has correctly prospected a potential new client and opportunity. Significantly more time is being spent in the needs assessment where one needs to really understand the issues and needs of the client. As a result the sales person today is spending more time thinking, planning, and problem solving versus closing. Another noteworthy change is the time being spent on relationship management.

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