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.
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:
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
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