Orchestrating opportunities is the central role for high consideration selling. We design sales processes, coach and train teams on effective sales execution and opportunity orchestration. In orchestrating opportunities, the rep has found the lead through a sales effort or marketing interaction and we have identified the opportunity as sales qualified based on a range of criteria including FACT:
- Fit: The buyer and our team view this opportunity as a mutual fit
- Aligned: We are engaging with this buyer in a collaborative buy-sell process
- Competition: We perceive that we can differentiate and win.
- Timeline: The timeline for the sales process and implementation are realistic and achievable.
They ask good questions to identify high-impact problems that your offerings can solve. Using questioning techniques, they identify problems and pain points – problems and where the buyer is motivated to act.
They demonstrate competency and expertise around products, verticals, solutions, engaging the prospect with conversational questions about their role, objectives, needs. Using effective questioning and discovery techniques they determine needs and value, aligning these to the prospect’s strategic business agenda.
They define sales strategies based on competitive position and relationships and influence with the key players in the prospect’s political map.
They co-creating solutions with prospects and present customer value propositions using top-down, logic and SCQA (mirroring SPIV), effective communication styles, selling benefits. They communicate persuasively, translating buyer needs into solutions and work architectures.
They also track manage the opportunity using the Sales Pipeline in CRM (including stage, amount, and close date) and share use Opportunity Briefs with the extended sales team to align activities. Orchestration activities include:
- Organizing Sales Teams
- Building a Sales Portfolio & Plan
- Multi-level Selling
- Architecting Sales Strategies
- Top-down Persuasive Communications and SCQA
- Presenting the Value Proposition “Stand Up and Deliver”
- Cross-Selling and Up-Selling