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Most successful B2B Sales-models are usually "tailored" to suit the organizations that deploy them. These models encompass the following pillars:
A. Company's Product Portfolio
B. Company's Sales Platform w.r.t. Markets & Geographies
C. Understanding Client Industry & Client's Clients
D. Organizational culture, Salesforce Performance Ecosystem incld. Sales Performance Metrics definition, Sales Management & Control using SFA tools (e.g. Salesforce.com) and Sales Training
E. Building Relationships & Retaining Clients
Any of these models mostly & adequately address following key elements involved in any Sales Process (e.g. Mercuri's DAPA):
1. Definition of Prospect's Requirements (incld. identification of prospects from the "Universe of Prospects", contacting all concerned stake-holders involved)
2. Acceptance of Requirements by Prospects (Proposal & Presentation stage)
3. Proof that Company can fulfill Prospect's Requirements (Objection-handling & Negotiation stage)
4. Acceptance of proof by the Prospect (Sales closure and delivery).
There are different sales models.In different area,sectors diffirent sales techniques and sales models.But most of them I like the when after your sales (with high quality service and product where both side is pleased by sales/buying process) your customer bring-send to you new customers.Or sometimes you receive a calls which saying your previous customer reference your company or your product.I think this not only successfull the same time pleasure.
Sales is like to retained the customer needs.and complete businesses target with numbers of customers with volume of sales.
It is really very difficult to limit which Sales Model is the most successful. The answer depends on the following factors as:
1- Kind of the Products, Service & System you want to sale
2- Knowing the targeted Customers and Market
3- Market Trends for the certain products and services
4- Competition situation and major players plans related certain product and service
After market research, elegant presentation, and make a good evaluation for the product or service with the ability of persuasion till the deal end.
In my opinion, its totally depends on the product and a market where you are planning to sale.
Maybe a good quality product, with time it'll sell itself.
There is no single right answer to this question. Each market or segment or product has its specifics, and it depends on what are the objectives as well (short term? long term?). a sales model that achieves its objectives is deemed successful. so objective setting is very important as well.
To find the most successful sales model for you, you have to understand the market, segment it, decide which segments are your opportunities, and target them. Study those segments, its specifics and trends, determine what is your go-to-market strategy and then decide what your sales model is going to be.
sales model should be customer oriented in segmenting and targeting and positioning and up-to closing.
