Sales Process 2.0

How to drive GTM efficiency & velocity, at the same time.

For a 35-minute crash course combining every each stage, watch this.  For a one-post summary, read this.

Sales Process 2.0

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The early 2000's sales process is still how ~90% of teams manage deals:

Qualify → Demo → Proposal → Negotiate → Close

We'll call it "Sales Process 1.0."

The issue here is the steps you take to sell a product, aren't the same steps your prospects take to buy it.

Which means 90% of companies have built their entire sales-led GTM around their sellers' activity — not internal buying activities.

There are 3 types of activities inside every deal

The typical team's sales process is built around activity 1 and 2. Only the rare sales team builds their sales process around the 3rd. We call this "Sales Process 2.0"

1. Sales Activity

Prepping for a demo with a SE.

2. Mutual Activity

The group demo with sellers & buyers.

3. Buying Activity

An internal debrief after, that champions lead.

Teams shift toward 2.0 when they realize the entire point of a sales process is this:

Influencing the buying process.

STAGES:
Problem Identified
Problem Validated
Exec Sponsor Secured
Approach Confirmed
Vendor Confirmed
Timeline on Track
Paperwork Signed
Objective
Find and frame a high-cost and high-priority problem.
Multithreaded input from multiple buying roles.
An executive sponsors an internal “project.”
The committee agrees on an approach.
You’re confirmed the provider of choice.
A compelling event continues driving a specific go-live date.
Pricing and all commercial terms signed.
Exit Criteria
First contacts go deep in discovery, either confirming / correcting your point of view in writing.
3+ buyers edit your problem statement, confirming impact to an exec metric.
The main executive tasks their team with evaluating /
recommending a change.
The committee decides to buy something
(with requirements that align with you).
The committee stops evaluating others, everyone’s input is locked into the full scope.
Go-live date anchored to a desired outcome, with backdated tasks buyers are completing.
Dried ink accepting all terms of your deal.
How to Implement

You could be driving 10.4x more sales velocity

Here’s a snapshot of the outcomes sales leaders are creating by adopting Sales Process 2.0 with Fluint. (And yes, they definitely added these stats to their board decks.)

5X

Win rate

Driving executive engagement by Stage 2 & 3 to boost win rates

38

Day faster cycle

Cut your time in procurement, and late-stage deal stall

$28K

Increase to ACV

Tying deals to buying priorities = less discounts + more value

10.4X

Sales velocity

All of which meant a spike in velocity for sellers adopting

Metric
With Business Case
(-) No Business Case
(=) Difference
# Opportunities
50
50
0
(x) Avg. Contract Value
$75,200
$47,000
$28,200
(x) Win Rate
64%
12%
52%
(/) Sales Cycle Time
112
150
-38
(=) Sales Velocity
$21,489
$1,880
$19,606 (10.4X)

Fluint is a modern go-to-market

Create and sell with a committed champion to influence the buying process for every deal in your pipeline.

Sellers beating quota with more calm, less chaos

(PS, you probably don’t want to compete against the sellers using business cases, if you’re not.)

The Fluint network is absolute gold. Lots of  sellers with a buyer-first mindset actively engaged with the community. Everyone is bought-in and trying to improve which turns the entire community into an engine to help you sell more.

David E.

Account Executive

Fluint’s a game changer. Before, I thought I had to get a deal done. Now, it’s all about my buyers, and their strategic initiatives. Which is what Fluint lets me do: enable my champions, by making it easy for them to sell what matters to them and impacts their role.

It’s a serious rush of endorphins whenever I’m in Fluint and it creates something my prospects value instead of sending content that says, “Let me tell you how great we are.”

Samantha P.

Global Strategic Account Executive

The 1-Page Business Case is a game changer. I used it as a primer for an exec meeting, and co-drafted it with my champion. We got right into the exec’s concerns, then to the green light and next steps. Invaluable.

Matt R.

Strategic AE

Fluint helped me triple the size of a deal we just closed last month, the biggest of my year. We expected it to take 12 - 15 months to close it. Did a 7+ figure deal in 9 months.

Julien B.

Head of Global Business Development

Before Fluint, I was the king of procrastination—always finding excuses not to start. Now, I’ve got this secret weapon (Fluint) that kicks those excuses to the curb, and connects me with amazing people (Fluint community) who get it. It’s a game-changer.

Greg C.

Sr. Enterprise Account Executive

In the most complex deal I've closed we had to go through 8 very intense review boards with lots of uncertainty, but thank heavens I had Fluint to guide me. It's been seriously amazing.

Rick S.

Head of Sales

One hidden benefit I really appreciate is that Fluint helps me communicate more effectively with my own executives.

As someone who uses 7 words when 3 will do… being able to generate a concise exec summary with 1 click of a button has been a game-changer when bringing my team up to speed on my deals. It’s saved me hours upon hours, and taken all the dread out of writing.

Hailey B.

Enterprise & Large Account Executive

We just landed a multiyear agreement thanks to the business case I built in Fluint. The buying team literally skipped entire steps in the decision process after seeing our champion lay out the value for them.

Cobi C.

Strategic Account Director

Just closed the largest 7 figure ARR deal of my career using the one page business case framework.

Now getting more call transcripts into the tool so I can do more of that 1-click goodness.

Nathan L.

Sr. Enterprise Team Lead

We sold our biggest consulting contract, in two weeks, leveraging a Fluint 1-page biz case! ($12k a month, 6 month project)

Andrew K.

Principal Consultant

The beauty of Fluint is the ability to create spaces for collaboration with prospects and customers. I’ve leveraged Fluint to manage two 8-figure pursuits, creating 1 pagers to bring teams together, foster new relationships and new perspectives as we actively work to drive change.

Kishan P.

Sr. Director Strategic Accounts

After starting a new role, Fluint helped me land a $250K deal during my first 6 months on the job. Giving my champion a true business case made all the difference.

Shem E.

Senior AE