Diagnostic Business Development
A meta-process that can be scaled and overlaid on any sale, and. is particularly relevant to the complex or enterprise sales pipeline.
If stages of your own process/pipeline state, "present," "negotiate," "prove, " and 'close" (instead of words such as "evidence," "financial impact," "criteria," and "consensus" it's likely the focus of the process is misplaced and hardly customer-focused.
Diagnostic Selling
In Era3 salespeople must be skilled at identifying and assembling the network of people who are needed in order to answer the right questions and reach a quality buying decision.
Understanding Business Drivers
Example: to identify long-term drivers go the customers web site and read the corporate mission statements and for short-term drivers, read the CEO's message in the most recent annual report.
