Helping Navigate Buyers Down their Journey to Make a Decision

“We don’t have to be smarter than the rest; we have to be more disciplined than the rest”

— WARREN BUFFETT

When we hear the word discipline, we often think of the importance of our own habits and routines. However, individual discipline is table-stakes for any sales professional aiming to thrive in his or her career. Here, we’re referring to the organizational discipline to align around a common, repeatable, buyer-driven sales process which yields greater visibility and predictability into the inputs and outputs of our sales efforts.

It’s the organizational discipline to align around a common, repeatable, buyer-driven sales process which yields greater visibility and predictability.

At Growth Sigma, we begin with a strong understanding of how customers buy. In the Process sprint, we leverage our accelerators to develop the guardrails of an enterprise sales process aligned to how buyers prioritize, evaluate and select our solution among competing alternatives. Grounded in how customers buy, we’ll align the most appropriate selling activities to the buyer journey and develop clear exit criteria as a litmus test to support pipeline reviews and sales forecasting.

As discipline is about consistent and repeatable execution, we’ll strive to address and institutionalize answers to the questions below, among others.

Key Process Questions

What is the process by which our buyers purchase products and services?
What are the most effective sales activities/tools we can align to the buyer at each stage of the buying process?
What is the predictable rhythm and cadence to pace performance and prioritize our organizational focus?