modern B2B sales methodology: Triangle Selling
Fast growth is the name of the game for sales organizations. Long-term success hinges upon a sales team with core skills and tactical frameworks that drive repeatable results.
Regardless of existing sales methodology, market, and company size, Triangle Selling empowers salespeople, managers, and executives to quickly adopt the fundamentals necessary to fuel consistent growth within their organization, onboard effectively, and remain agile in an ever-evolving profession.
Like doctors, lawyers, and engineers who learn fundamental skills and frameworks to drive their work, this third book by industry veterans Sorey and Bray spells out, in practical language, the fundamentals of selling.
Companies without a sales methodology find that training, coaching, and growing salespeople is a constant struggle. Those with a methodology (or many) often find that they don’t have frameworks for all of the activities salespeople perform on a daily basis. Triangle selling is built upon the three aspects that underlie any sales opportunity: Reason (why would a prospect buy?), Resources (what are they willing to sacrifice?), and Resistance to the sales process.