Our Point of View

Customers are buying differently so you have to sell differently. The way you sell differently is to synchronize all selling activities to the market's specific buying process. This is what we call third generation selling and it is the foundation for real sales effectiveness

Sales Effectiveness

Driven by dramatic changes in how customers buy, the formula for successful selling has changed like never before. Customers, thanks largely to the internet, are now more empowered with more information and more choice. They also have less time and resources to invest in new ideas. Prior successful selling methods are simply inadequate as power has shifted from the seller to the buyer.

Today we have to step up to a new way of selling. Third Generation Selling is about understanding where a customer is in their specific buying process, from inception to implementation, and then bringing an organization’s resources to bear upon that buying process so that positive value is created for both the customer and the supplier. Customers are buying differently so you have to sell differently. The way you sell differently is to synchronize all selling activities to the buying process. This is what we call third generation selling.

Stepping up to third generation selling

There are three steps to Third Generation Selling readiness.

1. Mapping the target market’s buying process
2. Crafting the organizational sales strategy
3. Developing the synchronized sales process

Optimal selling is all about understanding the customer's buying process

How you sell depends on where the customer is in their process

The overall selling strategy dictates where you engage in the buying process and how you remain relevant to the customer

For more information, call Market-Partners at 707-575-4712, or email info@market-partners.com