Decoding Needs For B2B Sales

ExcellenceBased On The Book

The Ultimate Sales Accelerator

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As per the book 'The Ultimate Sales Accelerator', the Mount Everest of Needs framework help us unearth new needs in business and life.

This artifact uses the ‘Mount Everest of Needs’ model to analyze and unearth new needs for Sales excellence.

Note to the reader

Sales ExcellenceKnown needs that are met

Unknownneeds

Known needs:Resistance to change

Known needs:Not met

Known needs:That are met

Unservicedneeds

Servicedneeds Sales team | CRM | List of accounts to target

MOUNT EVEREST OF NEEDS

Sales ExcellenceKnown Needs that are Not Met

Unknownneeds

Known needs:Resistance to change

Known needs:Not met

Known needs:That are met

Unservicedneeds

Servicedneeds

Large deals | Velocity of sales | More Deals |Predictable pipeline | Lead scoring | Account qualification score

MOUNT EVEREST OF NEEDS

Sales ExcellenceKnown needs with resistance to change

Unknownneeds

Known needs:Resistance to change

Known needs:Not met

Known needs:That are met

Unservicedneeds

Servicedneeds

Sales process Adoption | Social Selling | Account based marketing

MOUNT EVEREST OF NEEDS

Sales ExcellenceUnknown Needs

Unknownneeds

Known needs:Resistance to change

Known needs:Not met

Known needs:That are met

Unservicedneeds

Servicedneeds

New technology adoption( Video Prospecting | document tracking etc) | Resourceful mindset( Internal & external alignment) | Story telling | Subject

matter expert | Service mindset | Marketer I Mindfulness

MOUNT EVEREST OF NEEDS

Sales ExcellenceMount Everest of needs complete view

Unknownneeds

Known needs:Resistance to change

Known needs:Not met

Known needs:That are met

Unservicedneeds

Servicedneeds

MOUNT EVEREST OF NEEDS

Sales process Adoption | Social Selling | Account based marketing

Sales team | CRM | List of accounts to target

New technology adoption( Video Prospecting | document tracking) | Resourceful mindset( Internal & external alignment) | Story telling | Subject

matter expert | Service mindset | Marketer | Mindfulness

Large deals | Velocity of sales | More Deals |Predictable pipeline | Lead scoring | Account qualification score

Which of these needs would you like to address to achieve holistic Sales excellence?

THANK YOU!