Here we go deeper into some of the key elements we picked up on in part 1 around asynchronous sales processes.

The key message is to learn how the future of sales will develop, and to not be fearful of it, but to learn how to harness its power, and perhaps take a first step already.

AGENDA.

1 Recap of the first video
2 Action paths – using Euler, and why every discovery call in your engagement is different
3 Guided action paths – how Markov chains can help us determine the next right action based on realtime data
4 Futuristic vision – how the guidance will help us through complex buying, using micro-actions that are unique to a market, a region, or a segment
5 A word of encouragement – on how exciting the future looks for all of us in sales, and a simple action you can take right now that will put you on the right path for years to come.

Following the trends in B2C, we see a growth of the Product Led Growth model in the B2B space. In this video Jacco explains how PLG works, what is the role of PLG, and how PLG impacts other GTM models. The models used in this video are explained in other videos in the channel if you wish to go deeper. But not to worry… Jacco provides a recap of these models so you can enjoy these insights right away,

Sales isn’t just about closing deals or finding leads; if you want to do it well, it’s far more scientific than that. So let’s break it down! Here’s the first scientific model that you should understand:: the business model. Jacco talks through the range of business models, whether ownership, subscription, or consumption, and how the business model affects the sales cycle, the win rate, the go to market model, and more.

There are plenty of sales frameworks out there, but no cohesive operating model for how recurring revenue businesses can achieve sustainable growth. Until now…
Watch to learn:
– the key principles of recurring revenue that all revenue leaders should understand,
– how to align the functions of Marketing, Sales, and Customer Success using one consistent open standard
– the fundamental principle of recurring impact, and what it means for how recurring revenue businesses operate
Also see where you can sign up to download the Open Standard templates, all based on lessons learned from working with recurring revenue businesses over the past 10 years.

When trying to reach the decision-maker in a deal, there are several different ways that you can go about it.

It’s not just about messaging as many people at the account until you get a response; what’s key is to get a sense of the people involved, how they fit together with each other in their organization, and then determine the best method of getting in touch with the right people.

This blueprint shows four key ways that you can go about this, and which scenarios each one works well for. You will also learn the art of multi-threading, a powerful technique to build consensus and get all key stakeholders involved.

Identifying and influencing the people involved in the buying decision is a prerequisite to any successful sale. The buying center is the group of people who are involved in the buying process for your solution — those with purchasing and financial expertise, those with technical expertise, top-level management, and those who actually use the product. This blueprint shows you how to develop an account plan based on the roles that are in the buying center.

Most prospects use a relatively arbitrary decision process. Uneducated buyers often make the mistake of weighing criteria and basing their decision on which solution checks the most boxes on the list of requirements.

However, an educated buyer decides based on impact. As a sales professional, you need to guide your prospect to help them make their decision using impact.