We are often asked which sales methodology we advocate. This is a loaded question. We like them all, as long as they are used in the right situation. While there is no confusion over the value of employing a sales methodology (see some stats on the impact of employing a methodology), many of the methodologies claim to be all encompassing. Some of them are well known – such as Miller Heiman, Huthwaite, Sandler, Solution Selling. At a basic level, they are all the same with the following common elements:

1.  prospect
2. interview
3. analyze needs
4. present
5. negotiate
6. close
7. service and follow-up

(See “the sales process defined” at JustSell.com for an expansion on the basic sales process).
Based on our own selling experiences with the leading methodologies mentioned above, we know that they differ significantly at the tactical level. Selecting the right methodology for your sales effort, requires analysis of select depends on the specifics of your own sales mission and goals, market maturity, complexity of your sales cycle, type of client, complexity of solution, etc.

In our next article in this series, we will discuss where leading methodologies can be applied to achieve maximum results.


Eliot Burdett

CEO at Peak Sales Recruiting
Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.

Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.

He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.

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