Best Practice Report

Should Your Sales Methodology Be Locked In?

How To Diagnose Issues with Sales Methodology

May 18th, 2023
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Justin Ferguson , Robin Whiting

Summary

B2B sales teams continuously struggle to select, launch, and maintain sales methodologies, leading to a repeating cycle: launch a new methodology, grow disenchanted when results are not as expected, start over with a new methodology. This is unproductive and leads to wasted investment and missed sales opportunities. By selecting, launching, and optimizing a methodology and monitoring usage and buyer outcomes, revenue enablement teams can avoid costly mistakes, maximize investment, and improve credibility with internal customers. Use this report to guide selection of a sales methodology offering and diagnose embedded methodologies for signs that they need adjustment or replacement.

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