Aligning your sellers with how buyers buy
Buyers have changed. We’ve learned over the last 10 years that the way buyers behave has changed, there are more people involved in every decision, and processes are increasingly automated. Access to technology has led to more educated buyers, who often listen to an ‘influencer’ who is often purely focused on having a higher standing on social rating sites.
The result is Suppliers are invited to bid, where they are impartially scored and the place of the seller is diminished to negotiating the price at the end of the buyer’s process, with little chance to differentiate their offering.
What is the problem with my current sales process?
Despite advances in technology to help our salespeople keep pace with this change, processes and systems all focus in the wrong places! CRM solutions and the myriad of supporting revenue enablement platforms focus on qualifying the customer as a fit for your sales process, qualifying them in or out faster limiting the seller to focus on those few remaining ‘ideal fits’. They miss the fundamentals – what is the buyer looking to achieve and how do we influence that thinking and demonstrate how we can actually help?
It doesn’t matter how great your product or solution is; what matters is the extent to which your sellers are entrusted to advise and steer change. To achieve that, you need to make sure that your sales process and systems are aligned with the way today’s buyer buys.
What our customers think
“If you want your sales process to move from limiting its focus to just those opportunities you are most likely to win into converting more prospects into new opportunities and increasing your win rate, then look no further than STR.”
Head of Americas Sales
SaaS Vendor
“At last a solution that can allow us to modernise our sales approach in the technology stack of our choice, implanting our new CRM using this model – game changer!”
Head of Sales
Global Logisitcs
“The STR solution provides the structure we need to become masters of our own change program supported by processes that add value to our clients and better win rates.”
Head of Sales Operations
Global Fintech
Our methodology has been trusted by Enterprise clients for 14+ years, and is now accessible to you.
BUSINESS: FOCUSED
We created BUSINESS: FOCUSED to align your sales process and systems, to today’s buyer mentality. When you genuinely help customers overcome problems and explore new solutions, you create a trust that lasts.
Alignment between Buyers and Sellers Actions. Enable your sellers to recognise where the buyer is in their process and what action to take.
Drive sellers to increase pipeline accuracy and to engage where the highest probability of a win occurs.
A full change program that shows the way from misalignment to optimal buyer process alignment.
Your journey from start to end
Meet
Let us show you how it works. Schedule a meeting.
Onboarding
Time to get everyone on board. We make this part easy.
Discovery
You don’t know what you don’t know. Let us help you Discover the challenges.
Implementation
We work with your team, enabling them to align your process and systems to the buyer process. We train your managers to enable your staff!
Our proven methodology
Engaging with a customer before they even recognise the need for a change gives you an 80% chance of securing that business.
8%
YoY
growth
Achieved by a language
service
and software vendor
150%
Increase in
pipeline
32%
YoY improvement
in win rates
Achieved by Telco following program implementation
Your sales team will learn how to guide customers through their decision-making process, gain consensus, and secure lasting relationships. Backed by a solid process and systems to reinforce best practice.
