Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Backend Versus the Frontend of a Sales Role - A Systems View

"Sales" is a big topic to study and learn with many parts not to mention some religious-strength beliefs to mess it all up. So it helps to have a way to break down and understand a sales role, objectively. We turned to the IT world to find a model or system's view for sales. We figured that a sales role is like an IT application or operating system, with a backend and a frontend. In a sales context, think of the backend (which is company-facing), as how you measure progress and keep score. It's the "accounting" part of the sales role. The frontend is how we act as advisors and provide impact to prospects and customers, especially through the quality of our dialogue and engagement. Today it would be called the provision of the buying experience.

The Backend [Company-facing]: The backend of the sales role is company-facing, i.e. it houses the pipeline and forecast system, reporting and opportunity review. Buyers and customers don't need to see or know about it. It's the "underwater" part of the sales role that buyers should not see or feel. If we are under pressure to make quota, that should not become the buyer's problem!

The Frontend [Customer-facing]: The frontend is customer-facing. It "houses" the knowledge, skills and competencies needed to interact with and be useful to prospects, buyers, stakeholder and customers. It's our "advisory value"; are we worth talking to? The frontend also houses our - good - intent; are we advising buyers to a standard that helps them make better decisions for their business, whether they use us or not? That's a tough-ish principle, when you need to make the month's quota, but it is how you make the month's number!

Action Point This Week:
What are the high-impact elements of your backend and frontend systems, processes and skills that could bring about an immediate lift in your own approach and performance? And a lift that translates into a better experience for the buyers you interact with this week.

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Backend Versus the Frontend of a Sales Role - A Systems View

"Sales" is a big topic to study and learn with many parts not to mention some religious-strength beliefs to mess it all up. So it helps to have a way to break down and understand a sales role, objectively. We turned to the IT world to find a model or system's view for sales. We figured that a sales role is like an IT application or operating system, with a backend and a frontend. In a sales context, think of the backend (which is company-facing), as how you measure progress and keep score. It's the "accounting" part of the sales role. The frontend is how we act as advisors and provide impact to prospects and customers, especially through the quality of our dialogue and engagement. Today it would be called the provision of the buying experience.

The Backend [Company-facing]: The backend of the sales role is company-facing, i.e. it houses the pipeline and forecast system, reporting and opportunity review. Buyers and customers don't need to see or know about it. It's the "underwater" part of the sales role that buyers should not see or feel. If we are under pressure to make quota, that should not become the buyer's problem!

The Frontend [Customer-facing]: The frontend is customer-facing. It "houses" the knowledge, skills and competencies needed to interact with and be useful to prospects, buyers, stakeholder and customers. It's our "advisory value"; are we worth talking to? The frontend also houses our - good - intent; are we advising buyers to a standard that helps them make better decisions for their business, whether they use us or not? That's a tough-ish principle, when you need to make the month's quota, but it is how you make the month's number!

Action Point This Week:
What are the high-impact elements of your backend and frontend systems, processes and skills that could bring about an immediate lift in your own approach and performance? And a lift that translates into a better experience for the buyers you interact with this week.

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Backend Versus the Frontend of a Sales Role - A Systems View

"Sales" is a big topic to study and learn with many parts not to mention some religious-strength beliefs to mess it all up. So it helps to have a way to break down and understand a sales role, objectively. We turned to the IT world to find a model or system's view for sales. We figured that a sales role is like an IT application or operating system, with a backend and a frontend. In a sales context, think of the backend (which is company-facing), as how you measure progress and keep score. It's the "accounting" part of the sales role. The frontend is how we act as advisors and provide impact to prospects and customers, especially through the quality of our dialogue and engagement. Today it would be called the provision of the buying experience.

The Backend [Company-facing]: The backend of the sales role is company-facing, i.e. it houses the pipeline and forecast system, reporting and opportunity review. Buyers and customers don't need to see or know about it. It's the "underwater" part of the sales role that buyers should not see or feel. If we are under pressure to make quota, that should not become the buyer's problem!

The Frontend [Customer-facing]: The frontend is customer-facing. It "houses" the knowledge, skills and competencies needed to interact with and be useful to prospects, buyers, stakeholder and customers. It's our "advisory value"; are we worth talking to? The frontend also houses our - good - intent; are we advising buyers to a standard that helps them make better decisions for their business, whether they use us or not? That's a tough-ish principle, when you need to make the month's quota, but it is how you make the month's number!

Action Point This Week:
What are the high-impact elements of your backend and frontend systems, processes and skills that could bring about an immediate lift in your own approach and performance? And a lift that translates into a better experience for the buyers you interact with this week.

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.