Probability Selling

Solving the Value Equation for Growing Businesses.

80% of all salespeople hired by small business fail to live up to hiring goals because most businesses are really good at creating "Sales Prevention Tactics" as opposed to creating marketing assets.

 

Most Common "Sales Prevention Tactics"

1. Lack of intelligence around customer needs and priorities for this economy and this quarter.
2. Lack of intelligence around competitor offerings including pricing, SLAs, service, etc.
3. Relying exclusively on legacy "feet on the street" direct sales approach without leveraging Internet Marketing, Marketing Assets, and Alternative Distribution channels.
4. Focus is on putting a direct salesperson in front of a prospect with less than a 33% probability of buying is not cost-effective and will lead to failure.
5. Cost of customer acquisition (cost of sales) for many products and services is greater than first year revenues on a per client basis.
6. Brand Awareness is a detriment. If the brand and solution are unknown the probability of success is not as high as required by today's marketplace.
7. Requiring sales agents to manage too much of the following: lead generation (hunting), lead nurturing (farming), opportunity maturation (sales conversion) and closing (negotiation and selling).
   
   

 

Probability Selling requires:

1. Focusing sales agent only on profitable niches (#1 or #2 market share and value-proposition).
2. Validated and effective "Go to Market" Methodologies and Processes
3. Product Management, Product Distribution Management, Brand Equities Management, Customer Management and Market Intelligence.

GoToMarket Probability Selling

• Mission: Provide measurable, predictable sales.
• Strategies Deployed: #1. Mitigate all execution risks. #2. Create overlapping strategies and tactics that are mutually dependant and coterminous.
• Outcomes Created: Increased probabilities of success.

For additional best practice information please contact Ephor Group or visit our resources.

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