When I first moved into B2B sales, I was trained in the Miller Heiman process and methodology Professional Selling Skills and Strategic Selling. In practice, a Sales methodology is your Sales team’s DNA. It equips them with a practical, scalable and repeatable framework for delivering results. You may have subscribed to a particular method, you may even have invented your own The process plots out the sequence of stages, our methodology brings the discipline & techniques, the principles & best practice. Our Sales methodology outline how we approach each phase of our Sales process. We all had one, it may have morphed over the years and no doubt you moulded it into your own version and style, but we all started somewhere and had some grounding. This will enable sellers to can focus their resources on the deals they are going to win and ignore the ones that they are going to lose.What is (or was) your Sales Methodology? Not your process…your methodology?
The next step in the project will be to incorporate machine learning into Scout to predict when sellers will win and lose the deals. This allowed Maven Wave and MHG to successfully bring Scout to market within a year from ideation.
Maven Wave built this modernized technology solution using the agile construct, allowing the team to be very responsive to MHG’s client needs using onshore and offshore resources.
The subscription-based software uses the Strategic Selling Blue Sheet, a strategic analysis tool for managing complex sales, in a cloud-based, mobile-first platform that guides sellers through the methodology and provides suggestions for active opportunities. Powered by the Strategic Selling with Perspective sales methodology, Scout leverages data and analytics to predict which seller actions will improve the odds of winning. Maven Wave delivered Scout, a transformational, technology-based sales accelerator that helps sellers grow their portfolios and win more deals. They aimed to combine their Strategic Selling methodology with technology to recommend the next steps sellers should take to close deals. MHG needed to quickly and cost-effectively build an intelligent sales analytics platform to better assist their customers.
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