Buyer Input Is Critical When Developing A B2B Sales Methodology

A B2B sales methodology describes how sellers execute a selling motion (e.g., qualify an opportunity, structure a buyer conversation) within their sales process. Methodology provides a common language for sales teams to describe how they progress sales opportunities using agreed-upon definitions for opportunity status. An effective sales methodology begins with understanding the needs of the buyer and using that knowledge to guide seller actions. In this report, we explain how sales enablement leaders should select or build sales methodologies to align B2B sellers’ motions with buyer expectations.