Modern sales strategies deliver the perfect sales experience and drives more sales.

What is modern sales in a nutshell?

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It's what modern buyers expect.

  • Modern sales strategies are centered around the buyer's actions and behaviour instead of the salesperson’s process.

It aligns with the modern buying journey.

  • Modern sales align with the three stages (awareness, consideration, and decision) buyers go through leading up to a purchase.

It happens on the buyers timeline.

  • Modern sales strategies are buyer-centric using context, interest, and actions driven by the buyer versus interruptive seller-centric selling strategies.

It drives more sales in less time.

  • Modern sales allow you to send the right content, the right person, at the right time moving them deeper into the sales funnel converting them to customers.

It uses technology to sell faster.

  • The internet and technology empowered today's buyer and made it easier for them to research and make purchasing decisions, but sales software has also made it easier for salespeople to sell.

It grows your business.

  • Businesses today must make a shift and truly embrace the new buyer-driven buying cycle or new customers will eliminate them from their consideration and buy from the competition.

How Modern Sales Works

What is the difference between a traditional and modern sales process?

The Identify Stage

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What's the difference?

Traditional Sales Process

  • Unaware of which buyers are active in a buying journey and identify buyers whom they believe are a good fit for their offering and start cold calling those buyers randomly.


Modern Sales Process

  • Prioritize buyers that are active in a buying journey, and use the clues that are available to help them to determine who might need their product or service.


The Connect Stage

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What's the difference?

Traditional Sales Process

  • Focus their prospecting efforts on cold emails and cold voicemails that highlight the same generic elevator pitch and entice the buyer with an offer to see a presentation.


Modern Sales Process

  • Lead with a message personalized to the buyer’s context, and then develop trust with buyers by showing a genuine interest in helping.

The Explore Stage

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What's the difference?

Traditional Sales Process

  • Transition into presentation mode the moment a buyer expresses interest and revert to a generic presentation, outlining information buyers already have access to.


Modern Sales Process

  • Transition into exploratory mode when a buyer expresses interest and leverages it, in order to develop additional trust and uncover deep buyer goals through a conversation.

The Advise and Close Stage

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What's the difference?

Traditional Sales Process

  • Deliver the same presentation and same case studies to all buyers, and revert to “auto-pilot” and deliver their standard presentation.


Modern Sales Process

  • Tailor the presentation to the buyer’s context, leveraging the information gathered during the exploratory process.

Modern sales strategies deliver the perfect buyer experience and drives more sales.

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