In consultative selling scenarios, the general 20th-century value proposition of ‘a little extra value for a modestly higher margin’ no longer works. The only way to win in a consultative scenario is to separate out and differentiate everything, including the sales force.
Transactional and consultative sales forces, processes and tools don’t mix. Consultative sales people are too talented and expensive; they are overkill in a transactional sale. But if salespeople are given the two models to sell, they’ll tend to default to transactional because it is the faster and in many respects easier option."
"We have analysed what has changed in selling over 2008, and concluded that sales cycles are taking up to 40 per cent longer due to budget freezes and customers’ decision processes taking longer."
"The natural knee-jerk reaction to this is to just fill the sales funnel with more opportunities – ‘surely something will drop’. No. Focus and stripping out the volume of opportunities to enable your teams to give more quality focus to less opportunity is the way to go. Better still that you nurture existing relationships, ideally where you are already trusted.
Before you sell anything, you must create value during the selling process itself."