3D Sales Agility

3D Sales Agility

Linear sales processes don’t work, and many salespeople are one-dimensional in their approach. We equip salespeople to assess each situation quickly and accurately, choose the right sales motion, and execute in a way that balances Insight, Influence and Trust. We call this 3D Sales Agility.

Make sense of the complex, nonlinear buying journey

Choose the right strategy or tactic for each situation

Execute skillfully, balancing Insight, Influence and Trust

Assess

Sales success comes not from following a linear sales process, but from understanding where the customer is in their buying process.

Our research-based model of buying behaviour helps sellers to make sense of each unique buying situation, drawing on their observations, rather than their hopes and assumptions.

It allows salespeople to create a quick, objective assessment that the rest of the process.

Choose

Once a seller has understood exactly where a customer is in the Buying Cycle, they are able to choose a sales motion to progress the decision to the next stage.

They should also choose when, where and how to carry it out.

Although the list can seem daunting, there are a finite number of skills involved, and most salespeople only need to cover a small part of the Buying Cycle.

Execute

The 3D Advantage®

Whichever sales motion is needed to progress the sale, our research shows that skilled execution always balances three critical dimensions:

  • Insight: Create value through disruptive insights into the customer’s needs, solutions and process.
  • Influence: Achieve outcomes through behavioural science, psychology, and decision strategy.
  • Trust: Gain access through credibility, reliability, business intimacy and customer centricity.

The 3D Advantage®

Focus where it matters to drive your key metrics.

3D Advantage selling helps you create, differentiate, protect, capture, deliver, defend, and expand customer value all around the Customer Buying Cycle.

It maps directly to the most critical revenue and margin metrics in your business. Unlocking growth and creating a sustainable competitive advantage.