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Sales 5.0
Upgrade how you sell
Perceived Value
Perceived value was largely about a price tag. Those days are gone. The concept of perceived value has changed. The question savvy consumers consider is: what am I missing out on?
This shift in perception is the heart of the new era of perceived value. It's not about listing features – it's about highlighting the “cost-of-loss” for a buyer who is evaluating your product or service.
This new approach addresses the emotional triggers that drive buying decisions. Have you unlocked the power of the new perceived value?
Learn how to apply the new version of the Perceived Value concept in your business
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Gestalt Effect
Understanding how people form impressions can significantly improve your sales strategy. People quickly connect bits of information to create a meaningful impression, which shapes their response to your outreach.
By mastering the cues in your messages, you can engage and attract more prospective clients. Ignoring the Gestalt Effect can make connecting with potential clients unnecessarily challenging. Focus on the cues to make your interactions more effective and impactful.
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Stage & Position
Imagine guiding hesitant buyers towards confident decisions. Stage and Position empowers you to do this. By recognizing the different "stages" (settings) of a sales interaction, you can adjust your "position" (approach) to better connect with potential customers.
Here's how it works: Just like people behave differently in a library versus a sports bar, buyers respond to specific sales environments. Stage and Position helps you identify these environments (early contact, negotiation, closing) and tailor your communication style accordingly. This allows you to build trust, address concerns, and ultimately guide hesitant prospects towards a confident buying decision.
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Just one new idea could . . .
Alignment
Have you been using the old-school version of the Alignment strategy? If so, it may be costing you sales. There's a newer, more effective version of Alignment. It levels up the core idea and incorporates the latest sales best practices.
Understanding and implementing the new Alignment strategy can be a game-changer, significantly improving your sales and outreach efforts.
Learn how to apply Alignment in your sales efforts to engage more prospective buyers.
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Modelability
The sales profession evolves, presenting challenges that demand innovative solutions. Modelability is the key to revolutionizing sales operations for better efficiency and profitability.
By understanding and striving for modelability, sales leaders can discover the strategies and approaches that optimize sales performance under various conditions. Imagine any salesperson—a seasoned veteran or a sales novice—equipped with the knowledge to adapt and excel in any sales scenario. Modelability empowers a business to secure sales reliably at maximum profit.
Learn how to apply modelability in your business to reach your sales potential.
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Peripheral Selling
Ever wonder what makes commercials effective? They engage viewers through their interests, known as "periphery points," linking them to the product or service being sold.
This Peripheral Selling strategy leverages "tangential motivators" behind buying decisions, seamlessly guiding attention from the periphery to the "central point" (the product or service). Master this strategy to transform sales opportunities into sales.
Learn how to apply Peripheral Selling in your business to engage more prospective buyers.
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Account Acquisition Campaigns
One of the most common and avoidable failure points in sales is premature abandonment of a pursuit. The AAC encourages salespeople to persist in their efforts to connect with prospective clients, which, ultimately, leads to increased sales.
Through a campaign of consistently finding fresh reasons to reach out, salespeople can persist with appropriate outreaches and remain in the pursuit of a potential sale. This concept is critically important for sales operations struggling to engage prospective clients over a long sales cycle.
Learn how to apply AACs in your business to increase success over long sales cycles.
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IDEAL
IDEAL represents a powerful five-part productivity model, offering a structured plan to achieve, safeguard, and improve productivity. Success hinges on productivity—without it, goals remain out of reach. Productivity isn't merely about being busy; it involves taking specific actions to achieve specific outcomes.
IDEAL is a cyclical model, continually building on success. It serves as a valuable tool for businesses and goal-oriented individuals, providing clarity, organization, and effective management of productivity.
Learn how to apply IDEAL in your business to reach your sales goals!
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Progressive Conversion
Sales don't just happen; they are the outcome of a structured process that transforms a "prospect" into a "client." A successful sales process is designed with clear objectives for each step. As these objectives are met, the gradual conversion of a prospect into a client takes place. This progressive conversion is a dynamic process that drives change, ultimately leading to sales. To achieve consistent sales growth, it's vital to identify, manage, and enhance the path that reliably converts sales potential into actual sales.
Learn how to apply progression conversion in your business to sell more easily!
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Sales Arc
The Sales Arc replaces the sales funnel and pipeline concepts.
AI Assist
AI is here to stay. Put it to use in your sales efforts.
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Update how you sell. Learn the freshest, most relevant concepts for sales today.
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