A view of the most popular sales methodologies and key tips from making the most of them.

1. The realSociable Guide To The Top 6 Sales Methodologies
Discover the sales best practices that will help
you beat quota and get in the game.

2. !
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
Decades ago, sales was a face to face approach, that focused
on persistency & value. As technology and the rise of
distributed systems that can be re-positioned transformed the
change between accounts, to pipeline and sales opportunities,
we saw a decline of high-touch large size deals shift to 4 P
marketing and the rise of the new sales model.
!
Today, financial advisors, to professional services, to account
execs at enterprise groups and large-scale commerce and
media companies, share a common thread – the desire to grow
faster, bigger and do it with the support of automation tools.
We began to rely on web metrics, content creation, and mass
emails, to assist in the creation of new lead opportunities.
What is Driving the change for sales and marketing teams to
become more realSociable?
!
The shift from numbers to conversion & the need to WOO
your customers.

3. Maximizing your WOO (Window of Opportunity) is how to gain
sales effectiveness.
!

4. Sales Effectiveness | Highly Successful Sales People
Their behavior in any sales cycle demonstrates:
1. Continuity
2. Trust
3. Commitment
4. Preparedness
5. Ability to Relate
(all the time!)
This behavior is discovered in approximately 8%* of sales individuals today.
!

5. !
!
So why do most companies still lose more that they win?
!
The difference of definitions and the criteria that once made good sound
sense on how we rated, scored and evaluated the qualification of a prospect
that turned into a suspect can no longer be served as the basis of a
methodology for the next-generation of effective sales and marketing teams.
The challenge remains – an affirmation of interest does not equal an
affirmation to buy.
!
The shift of a new smart & intuitive sales individual requires a new dimension
to the ability to assess, and that requires the return of a modern-era playbook
– “Continuous Lifetime & Trusted Relationship”

6. !
!
!
!
Even with tight processes and sales
methodologies, most firms only see at most a
10% uplift in quota attainment – Aberdeen Group
!
!
Sales methodologies and improving sales rep
retention remain to see an aligned marketing
and sales approach. Most B2B companies have
less than 8% of marketing tools in the sales
process. – Forrester
!
!
In 2014, research conducted showed that even
progressive to mature organizations with high
sales performance have, on average, 28% of the
team using the sales methodologies. – Accenture
!
!
In the same study conducted, organizations
showing higher sales methodology adoption
demonstrate a lengthened sales cycle for 42% of
qualified opportunities. – Accenture
!
GOAL
Improve adoption of sales methodologies,
effectively, without cumbersome process.
!
Integrate unique velocity tactics & influence sales
methodology effectiveness while empowering each
sales member to define their ‘accelerant’.
!

7. !
The Six Top Sales Methodologies in 2015:
!
SPIN
Conceptual Selling
SNAP
Solution Selling
Customer Centric
Challenger
How to Tap into Social Intelligence to Drive Sales Capacity…
…like the top 10% do…
!
!
We explore a behavior extension that can activate and
accelerate your plays that have been proven to work, helping
you to WOO your customers.
!
!
!

8. SPIN Selling makes you ask the right questions. Not every
question is equal. Some are targeted to get you the
information that matters for your deal.
Do you know how to ask the right questions?
Situation Problem Implication Need Payoff
Questions aim to
understand a
prospect’s current
situation.
Questions get to the
heart of the prospect’s
issue.
Questions probe the
prospect to think
about the
consequences of not
solving the problem.
Questions prompt the
prospect to consider
how the situation
would change if their
problem was solved.
Tip: Get the business intelligence you need before you set foot into the meeting.
!

9. Sell the concept in Conceptual Selling. It’s not about the fancy
buttons or the shiny product, but the concept and story
behind it. Can you sell that?
Want to find out how they think about your product?
Confirmation
questions to reaffirm
information.
New information
questions clarify the
prospect’s concept
of the product or
service and explore
what they’d like to
achieve.
Attitude questions
seek to understand a
prospect on a
personal level, and
discover their
connection to the
project.
Commitment
questions inquire after
a prospect’s
investment in the
project.
Basic issue questions
raise potential
problems.
Knowledge
Clarify
Mindset Proactive
Investment
Tip: Maximize the opportunities found online
!

10. Snap your connection and the deal into place with SNAP
Selling. It’s a matter of finding points
of integration.
What does it take to do SNAP selling?
Simple Invaluable Alignment Priorities
Keep it simple
when you talk,
present or pitch.
The more clearly
you can convey
your ideas and
the value, the
better.
For them to sign the
contract, they have to
believe that there is
something about your
product and your
team that provides a
calculated value to
them.
Find their issues,
concerns and needs
and show how you
form an alignment
with them.
Don’t present on
things that matter to
you. Find their
priorities and show
how your product
helps.
Tip: Technology should be a simple and invaluable addition, not another layer of complexity.
!

11. Understand what needs your prospects actually
have in order to show how your service or
product provides value
What does it take to do Solution selling?
Ask Teach
Ask open ended
questions to
discover goals,
plans, challenges,
timeline, budgets
and level of
authority.
Discover if your
product will
truly help.
Listen
Actively listen to
the answers.
Qualify Close
Qualify this
prospect because
not everyone is
worth pursuing or
is able to be your
client.
If it looks like and
feels like a good
fit, close.
Tip: People do business with people. That’s how sales in the modern era
got started and that’s what makes a sale right now.
!

12. Go from product pusher to collaborative consultants in
CustomerCentric Selling
How do you re-orient yourself to the customers?
Ask relevant questions instead of offering opinions.
Converse situationally instead of making presentations.
Focus on the solution instead of the relationship.
Target decision makers instead of users.
Promote product usage to garner interest instead of the product alone.
Close on the buyer’s timeline rather than the seller’s.
Strive to be the best seller rather than the busiest.
Empower buyers to buy instead of convincing them.
Tip: Quality matters over quantity — this isn’t a numbers game.
!

13. Almost half of the top performing
sales reps are Challengers.
What makes you a Challenger?
Teach Tailor Talk
Customize
communication
with each prospect,
showing in depth
understanding.
Actively
communicate,
focusing on goals,
not being liked.
Provide information
about your product,
and any challenges,
while building a
savvy future
customer.
Tip: The right technology can be invaluable to reducing process and admin work.

14. realSociable provides the technology you need
to help you create velocity to your method.
!
Preparedness
realSociable helps you to track what matters to you and what your leads are posting so
that you always have the insight you need to make that connection.
!
Priority
When something matters to you, you can set triggers in realSociable to bring up those
items as soon as they’re posted. Never wade through piles of information and fear
missing out on what matters.
!
Intent
To get insight on your prospect’s current intent or interactions (including competitors).
This can be competitive loyalty, influencer or other presence details as part of the
realSociable SocialDNATM
features.

15. Every Sales Person Deserves an Equitable Chance to Meet their Goals.
!

16. Augment your sales methodology & WOO your customers.
Windows of opportunities are moments where your prospect and
you have a common ground that reveal priority, preparedness and
intent.
!
It is the ideal and most positive way to engage and convert.
Integrate a technology platform to perform a relationship-driven funnel, without
compromising velocity.

17. Tip summary
!
!
Get the business intelligence you need before you set foot into the meeting.
!
Maximize the opportunities found online.
!
Technology should be a simple and invaluable addition, not another layer of
complexity.
!
People do business with people. That’s how sales in the modern era got started
and that’s what makes a sale right now.
!
Quality matters over quantity — this isn’t a numbers game.
!
The right technology can be invaluable to reducing process and admin work.

18. !
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!
Solution Partners:
Request your Account Today.
!
Call us 1.800.821.1365
Email us: info@realSociable.com
Visit us: www.realsociable.com/woo