Consultative Sales Process To Sell To The C-Suite
Hien Phan

Consultative Sales Process To Sell To The C-Suite

By Hien Phan

Skills
Business Development Customer Development Sales
Company

Singularity University

Since I joined Singularity, I have helped to map out the buyer's journey based on vertical and persona. This allowed us to develop consultative sales strategies to target the C-Suite at Fortune 500s - particularly in the following sectors: Financial Services, Media & Entertainment, and Energy. I accomplished the above by formalizing a process where we can document how a customer identifies his or her pain points and the steps he or she takes to search for solutions. This formal process allowed us to incrementally mapped out the customer's journey from prospects to paying clients, and particularly our responses at every step. This has resulted in reducing the sales cycle from 1 year to six months because we were able to reduce inefficiencies while optimizing the sales process, moving a prospect faster through the funnel from qualified to signed contract. Furthermore, this formal process has optimized our lead gen process by helping us to uncover the right buyer persona and the appropriate marketing messages that are relevant to the C-Suite. My effort has resulted in $1.3 million in revenue for my own pipeline in the span of 2 months. Essentially I have built a process that allows my team and I to compete against McKinsey and IDEO, but with lower overhead compare to those large firms.


Hien Phan

Consultative Sales Process To Sell To The C-Suite

By Hien Phan

Skills
Business Development Customer Development Sales
Company

Singularity University

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