Know the Difference Between Sales Process and Sales Methodology
Learning Objectives
After completing this unit, you’ll be able to:
- Understand the differences between a sales process and a sales methodology.
- Give examples of different types of sales methodologies.
Creating a Sales Process Versus a Sales Methodology
As a sales professional, it’s worth understanding the difference between the sales process and sales methodology. They are frequently used interchangeably but are two distinct concepts.
Think of the sales process as the “what” of the sales equation—the steps necessary to close a deal and nurture a new client or prospect relationship, as detailed in a previous unit.
A sales methodology is the “how”—how a rep executes each step in the process and engages a prospect or customer. When you put the right “what” and the “how” together, you increase your chances of successfully closing a sale.
It’s important to know which methodologies sales teams commonly use. Some popular methodologies include challenger selling, trigger or signal-based selling, value-based selling, and 360-degree selling.
Challenger Selling
Challenger-focused sales reps are all about pulling prospects into their world, instead of the other way around. They quickly identify painful problems and offer product solutions, encouraging prospects to make buying decisions quickly.
Trigger or Signal-Based Selling
This more recent methodology looks for signs of customer need in data trends, then addresses this need with product or service solutions. The prevalence of customer behavior data—especially in the digital age—has made signal-based selling popular.
Value-Based Selling
Many methodologies lean heavily on value-first engagement and a customer-centric sales approach, including The Sandler Selling System, SPIN Selling, and N.E.A.T. Selling. Central to these approaches is an emphasis on keeping solutions simple and ensuring that reps take the time to become go-to, trusted advisors for their prospects.
360-Degree Selling
This holistic approach is focused on long-term relationship-building. At Salesforce, we call it the Einstein 1 Methodology. Paired with clear operational standards, Einstein 1 highlights four key elements of engagement across the customer journey: listening to prospects, building prospect trust, partnering during and after customer success (the implementation of a solution), and co-building plans with clients to deliver long-term value and success.
Now that you’ve learned more about the sales process, methodologies, and building relationships to create a stronger sales pipeline, it’s time to apply it to your own sales process, and make more sales.
