How does your industry affect your sales process?

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Selling cookies to cafe-goers is very different from selling subscription-based software to enterprise clients. As such, your sales methodology should suit your industry.

Considerations include the length of your sales cycle, the complexity of deals, and customer expectations within your industry. Meddicc is a great methodology for b2b sales, where deal cycles are often long and involve multiple stakeholders. You probably wouldn’t apply it to your cafe business, however.

Who are your target customers?
A good sales methodology supports your business and your customers. When job seekers data evaluating its effectiveness, consider your customers’ perspective. Find out who they are, how they think, and what markets they spend time in.

Work backward from what you know about your audience, and choose a methodology that’s most apt to suit them. If you have a customer who’s most concerned with the financial health of their business — not just the roi of individual deals — you might choose to apply the n.e.a.t. Selling method.