Selling What’s PossibleTM is a strategic, systematic approach that enables sales teams co–create value with executive–level customers.
Why is Selling What's Possible important?
The world has changed. The future of sales is co-creating demand with enterprise customers at an executive level. Executive buyers want to partner with companies that understand their business challenges and can help them envision a path forward, but they only find 11 percent of sales conversations to be valuable.
What does the program do?
The Selling What’s Possible program enables strategic sellers to meet with executive decision-makers about their outcomes and drive value for the organization. After years of research and working with executive clients, we’ve developed a process that helps sales teams unlock economic value for new and existing customers.
Selling What’s Possible provides sales teams with the tools and resources to connect the dots between selling tactics and business strategy.
How Selling What's Possible works
Successful selling requires selling differently. Your world is complex. Your customer’s world is complex. In order to co-create demand, you need to help your customers navigate through the complexity and see the road ahead.
Customers buy from salespeople who can collaborate on a path to success. Research indicates that you will win 75 percent of the time if you help your clients envision what success looks like. By selling what’s possible to each of your enterprise accounts, you can systematically yield large contract growth.
Selling What’s Possible is a sales program that enables sales teams to co-create demand. Co-creating demand is a process. The Selling What’s Possible program guides sales teams through the process of co-creating demand at every step along the customer journey.
Productitis
The #1 Risk to Your Company’s Commercial Health
Whether it’s diagnosed or not, most companies suffer from Productitis. This condition creates confusion, inefficiency, and poor commercial performance where sales and marketing expenses outpace revenue growth.
Commercial Ratio
How Healthy Is Your Commercial System?
A vital component to commercial health is the Commercial Ratio. The Commercial Ratio measures system productivity by evaluating revenue growth divided by the total cost of sales and marketing.
Growth Strategy
Why Go to Customer Makes Sense for Large Accounts
Pipelines are not the future flow of revenue into your company; contracts are. Remember the 80/20 rule. Focusing your growth strategy on wallet owners can make a big impact.
