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 designed for sales teams to boost performance and increase their win rate.
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Drawing on proven, field-tested methods, the programme equips teams with the skills, tools, and confidence needed to excel.
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It combines practical Sales & Communication theory with hands-on techniques.
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The program helps the team adopt new habits by providing techniques and coaching for their daily impactful activities.
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.
Maximise understanding of clients with Discovery calls best practices. Back your decisions with qualification scorecards and team process, 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 contacts who will influence the decision-making process.
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Deliver your message with impact by delving into your contacts' communication styles and perfecting the skill of adjusting your conversational approach. By understanding key influencers and tailoring your communication, you enhance your ability to guide decisions in your favour.
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Create and share your point of view using the Insight Generation Model to articulate your ideas effectively and earn your buyer's trust. 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 and personal impact
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.