Method · B2B technology sales
The six-step sales process
Six steps from assessment to expansion, each with one named owner.
What it covers
The parts.
Included
- A 15 to 20 minute discovery that qualifies on budget, authority, need and timeline
- A 48-hour audit and a 72-hour site survey
- Quarterly reviews that feed renewals and expansion
The six steps
- 01Technology assessmentSales
- 02Solution engineeringTechnical pre-sales
- 03Proposal and executive buy-inSales
- 04Site survey and readinessImplementation
- 05Deployment and executionDeployment
- 06Continuous optimizationAccount management
What the field calls it
Where it ran.
The field's names
- Assessment-led selling
- Single-threaded ownership (DRI)
- Land-and-expand account management
Where it ran
Paddock20, working through a technology services distributor.
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