Sales Excellence

Sales Practice

BTS is assisting some of the world’s largest and best-known companies as they transform their go-to-market strategies. We do this by combining our proprietary research on how companies make major purchases today with our understanding of how leading-edge companies are changing the way they sell. And we deliver the learning in the same experiential, discovery-based way we have become famous for through our business simulations.

The foundation of our work in the sales arena comes from research involving almost 200 executive-level buyers in a wide range of industries globally. The results of that research were published by McGraw-Hill in the book “The Mind of the Customer”, and the research is ongoing.

One of the messages that comes from the research is that to be successful in selling today, companies must move beyond solution selling. The best sales forces today are not only good at product selling, and solution selling; they are focusing on accelerating their customers’ business results. That evolution requires a new skill set for salespeople, sales managers, and sales leaders:

• Understanding the customer’s business and selling to executives based on their interests and concerns.
• Creating value for customers by framing how offerings drive the customer’s desired business result.
• Communicating value to customers by presenting interactively and negotiating collaboratively beyond price issues.
• Managing account strategy to create long-term customer relationships that involve a full set of offering.
• Coaching strategies for sales managers to maximize salesperson’ effectiveness and performance.