Integrating Sales Processes and Customer Lifecycles
Why a socially-connected customer lifecycle – not the classic advertising funnel – is the right foundation for enterprise technology sales. This series maps the AISDALS/L lifecycle – Signals, Awareness, Interest, Search, Desire, Action, Like, Share, Love – onto a modern sales-and-delivery process, and shows how four sales methodologies and four cross-functional teams turn it into an operating system for revenue. Read the five parts in order below.
Exit Criteria, Forecast Quality, and a CLTV Growth Flywheel
Exit criteria are the foundation of forecast quality Forecast quality is the operational heart of the whole model. Every stage contains critical decision points and ends in an Exit Criteria representing a Stage where the completed critical decision points contribute...
Selling Is a Team Sport: Cross-Functional Orchestration
Enterprise technology is never sold by Sales in isolation, and this integrated model makes the supporting cast explicit. In an enterprise SaaS context, cross-functional teams commonly run alongside the Sales lane, each engaging where they create the most leverage....
Four Sales Methodologies, One Integrated System
Most sales organizations adopt a single named methodology and treat it as gospel. I believe that each of the popular four is individually incomplete, and that their real power is realized when combined. At the same time, alignment with the marketing customer lifecycle...
The Nine Stages of the AISDALS/L Enterprise Sales Lifecycle
This is where the rubber hits the road: my integration of the MEDDPICC, Challenger, Sandler, and SPIN sales methodologies with a modern marketing customer lifecycle ideally suited to large enterprise selling. This process design enables Sales and Marketing teams to...