15 elements of success
Mar 31, 2025
The 15 elements of sales success - are you using them all?
Selling today is about creating meaningful, long-term relationships that drive real value
If you can bring these 15 essential elements into play you will set yourself apart
The best salespeople don’t just 'flog stuff'...
...they guide, support and collaborate
Here’s a quick breakdown of the 15 elements:
🔸Ideal Customer Profile (ICP)
– Work with the right people. Disqualify early, focus where it matters.
🔸Value Proposition
– Connect pain to prize. Make it about the customer, not just your offer.
🔸Messaging
– Relevance is king. Cut through the noise with targeted, thoughtful communication.
🔸Account Plan
– Strategy beats luck. SMART objectives, stakeholder mapping, and competitive analysis.
🔸Change Drivers
– Know the forces driving decisions (Regulatory, Economic, Social, etc.).
🔸Customer Value
– Value is a mystery... help your customer uncover it.
🔸Insight
– Bring fresh perspectives, not just a sales pitch.
🔸Questions
– Open, probing, summary, and high-gain questions fuel meaningful conversations
🔸Meeting Structure
– Follow AIDA (Attention, Interest, Desire, Action) for better engagement
🔸Proposal
– Make it about them: Background, Need, Solution, Differentiation, Price
🔸Presentation
– Stop leading with “About Us.” Start with their challenges and goals
🔸Storytelling
– The customer is the hero; you’re the guide
🔸Outcomes
– Sell results, not products
🔸Reviews
– Focus on quarterly value reviews, not stale QBRs
🔸Relationship Building
– Be a partner, not a vendor
Sales is evolving
Which of these elements are you already using?
Which could you improve?
When?
(Bonus #16 🔸Plane selfies)
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
