Unlike other widely used frameworks for selling strategic deals, the Sales Compass™
doesn’t require detailed forms or paperwork. There’s no data to enter.
It provides a fast, straightforward way for senior executives, sales managers, and reps to
quickly review the solidity of the pipeline. And to take appropriate next steps to
strengthen your position.
The Sales CompassTM is appropriate for software companies of any size and at any stage of growth. It’s most useful for companies that engage in big business-to-business sales that involve multiple levels of decision makers.
The Sales CompassTM provides practical strategic and tactical guidance for sales executives, front-line sales leaders, and hands-on sales reps. It offers a fast, efficient, and reliable way to review the solidity of big deals in the pipeline.
It provides assurance that your sales team is going after their most important deals in ways best suited for your company’s competitive strengths and weaknesses. If provides a way to make sales teams more productive faster. It helps them win the deals that count most.
For venture capital and private equity firms, you can be sure the sales organization is getting the best advice on how to land really big deals. These are the deals that can launch a company into its next phase of growth. You can also increase your confidence in the solidity of your sales pipeline and forecast.
You evaluate your proximity to power in your customer’s
Have you developed relationships at the right levels?
Do you have a viable plan for influencing the right individuals?
You evaluate how much value your customer sees in your
offering. You ask 4 key questions:
You consider the characteristics of the companies involved in the decision process. You assess your customer’s attitude toward risk, change, and innovation. You determine whether you’re selling to an an innovative company, an early adopter, a late adopter, or a laggard. You also asses the profile of your competitors and your own company. Then you adapt your sales approach to the profile of your customer.
You evaluate your customer’s buying process. Then you weigh the effectiveness of your sales process against that of your competitors.
1. Deal Workouts
You provide simple, straightforward information about your key deals.
You can do this through a teleconference call or a face-to-face session. No one has any elaborate forms to fill out.
You evaluate three key elements for every deal:
2. Deal Planning
Devise exactly what the next steps
With the information you gather in the workout phase, you devise a plan based on your current position with the customer and your competitors.
3. Weekly Updates
With real-time customer insights
You update your information about the deal. Then we repeat and recalibrate the plan with new information.
The process repeats until the customer makes a decision.
Northstar8 offers on-site training on use of the Sales Compass™ system.
For some deals, the stakes are so high that they directly affect your company’s future:
With such deals, you can’t afford to rely on hope, positive thinking, and good intentions. You can’t rely solely on the judgment of a few sales reps. You need to involve your company’s best resources to win the opportunity.
You must realistically assess where you in the deal. And you must guide your team to their strongest competitive position relative to competitors.
That’s the value of the Sales Compass™ Deal Navigator.
"For some deals, the stakes are so high that they directly affect your company’s future."