The Modern Approach
Another day, another selling methodology. The mnemonic ‘modern’ stems from the following categories:
As with all these kinds of structures, the idea is that if you cover each of the headings on your campaign, you shall prevail. I got sent this one by salespunch sales coaches. Their angle on this is to debunk the myth that more calls on a bid equates to greater likelihood of winning it. The knock-on effect with pipeline management being greater forecast accuracy from focus on genuine progression rather than potentially aimless activity.