Overcoming Today’s Sales Challenges with Propelion’s 4 Ps Program
In today's business environment, Sales teams face two major challenges: prolonged sales cycles and diminished client engagement - buyers engage later in the process and less face-to-face.
Up to 80% of customers prefer minimal interaction with salespeople (Gartner), while account executives spend less than 30% of their time actually selling (Salesforce State of Sales Report)!
Sales teams must adapt.
As sales leaders, we experience this daily, and that is why, at Propelion, we have developed the 4 Ps program to address these hurdles directly.
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The Four Ps Program
The training and coaching program is made for sales teams to enhance performance and increase the win rate.
Drawing on proven, field-tested methods, the program helps teams with the skills, tools, and confidence needed to excel.
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Combine pragmatic Sales & Communication theory.
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Assist the team in adopting new habits by providing technics and coaching for their daily impactful activity.
PROSPECT
Define high-impact activities based on priority requirements by harnessing the power of habit and establishing consistent routines that drive pipeline.
Accelerate pipeline generation by maximising value from digital platforms and AI capabilities, unlocking efficiency and uncovering new opportunities. Master social selling.
Back your decisions with qualification scorecards, ensuring resources are invested where they matter most. Focus on winning the right deals by assessing win rates and dedicating time to highly qualified prospects.
PURSUE
Navigate the stakeholder maze by identifying the key types of stakeholders who will influence the decision-making process. Deliver your message with impact by delving into your contacts' communication styles and perfecting the skill of adjusting your conversational approach. Create and share your point of view using the Insight Generation Model to articulate your ideas effectively and earn your buyer's trust. By understanding key influencers and tailoring your communication, you enhance your ability to guide decisions in your favour. Utilise this strategic approach to make your message resonate and drive meaningful outcomes.
PROCURE
Recognise the role of emotional decision-making and the 'Monkey Brain' in clients by understanding how emotions drive their choices. By acknowledging emotional factors and articulating your value clearly, you build trust and enhance client engagement.
Communicate your Unique Value Proposition clearly using the 'Why and How' model to effectively address their needs and concerns and formalise the solution's value based on data points.
Confirm alignment with the client on the agreed-upon action plan to close the deal successfully, ensuring both parties are on the same page. Address roadblocks.
PROVIDE
Ensure the project's deployments are secured to confirm the client's trust. Guide the deployment team through to project completion.
Develop the account plan to pinpoint growth opportunities for the client's deployment of your solutions and expand.
Establish a collaborative rhythm with the client, turning them into your advocates to support pipeline generation.
Why Choose Us
25+ Years of practice in Sales & Leadership
Based on field-tested solutions and best practices
Deliver impact by helping teams adopt new habits