The Modern Approach

Another day, another selling methodology.  The mnemonic ‘modern’ stems from the following categories:

Money
Our Solution
Decision
Enemy
Resource
Needs

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.

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