SPIN selling trains reps to develop a question based, customer-centric approach that uncovers needs, establishes trust, and enables the customer to arrive at a solution that’s aligned with your offering. More of a communication skill than an actual sales methodology, SPIN Selling has nevertheless established itself as a standard in sales trainings since first being released in 1989 (the book by Neil Rackham is a must-read for any sales professional). Sample Testimonial: “The percent of wins when we used TAS was twice what it was for the other deals.“ – Rob Dudley, Director of Global Sales Operations, Unisys Dealmaker (their automation tool) is only available for .Ĭompanies who’ve used it: Autodesk, Unisys, HP Strong automation.Ĭons: High cost of training. Pros: Great for managing the political landscape and decision criteria in large opportunities. However, their integration software, Dealmaker, is only available for. TAS is also popular with many sales reps because of its steps towards automating the methodology, making it even simpler to integrate it with existing workflows. Where it really stands out is in its ability to factor in an account’s political landscape (which, in many deals, is a make-or-break factor), and its emphasis on on-the-job coaching. TAS does a great job of breaking down large deals into their key components and establishing an opportunity plan that guides you through the entire sales cycle.

Target Account Selling is another go-to standard that’s been used by over 650,000 sales reps in its 25-year history.

We looked at the content, the delivery and the offerings to effectively implement the methodology in the field. That’s why we’ve reviewed 8 of the best sales methodologies for closing large deals. However, we all know that to successfully close large and complex deals, it’s essential for sales teams to have a more structured approach and focus on the right steps to bring deals to closure. Sales methodologies are a dime a dozen these days, with each one promising unprecedented growth and revenue. Most Popular, Sales Methodologies /by David Peralta

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