Stepping Up to Third Generation Selling

3g Selling’s RapidBuild workshops leverage 15 years of in-the-trenches sales experience to swiftly build the foundation for stepping up to Third Generation Selling.

What your company gets out of the RapidBuild workshops is a Third Generation Selling sales roadmap that clearly identifies the best practice selling activities for each step of the sales process, aligned to the target market’s specific buying process and the optimal market engagement strategy.

Each workshop is highly collaborative and can be delivered as a stand-alone event, or several workshops can be combined into a single event. Workshops typically require 1 to 2 days to complete. All RapidBuild workshops are facilitated by certified consultants and are conducted with a small group of experts from across the client’s organization. 

Video Presentation on Stepping up to Third Generation Selling

RapidBuild Workshops

RapidBuild 1: Decoding the Customer’s Buying Process
Different markets buy in different ways. Some buyers need to take the time to understand their needs, educate themselves about options, and conduct in-depth cost-benefit analyses. In other cases, buyers may be educated and believe that they know and understand their needs and alternatives. It is vitally important that we understand our target market’s buying process so that we can synchronize the selling to engage effectively and successfully in that buying process.

RapidBuild 2:  Crafting the Selling Strategy
Sales strategy is more often associated with a single sales opportunity. Third generation selling calls for an overall organizational selling strategy. Rather than allow each sales person to determine how best to engage in a specific market, largely by trial and error, an organizational selling strategy aligns and coordinates the selling team to an effective and designed approach.

RapidBuild 3:  3g Sales Roadmap Design
Having mapped the buying process and crafted the organizational selling strategy a sales process that synchronizes the selling to the buying can now be developed. The simple objective of the synchronized sales process is to deliberately position to be in front of the right person, at the right time, with the right message.