Using the 3VQ™ Deal Framework, I’ve had large organizations come back to me and share,
“We’ve almost doubled our quota achievement after using this”
Remember, your sales process has to be simple and sophisticated, and should aid the context, for your process and results.
This simple yet sophisticated framework has 4 elements:
- Value
- Volume
- Velocity
- Quality
If this resonates with you,
Subscribe to the CXO Sales Playbook Newsletter.
Every Friday morning, I’ll email you 1 actionable tip to get your sales teams to overdeliver. (other benefits include a big bonus and company-wide recognition :).
Join The TribeLet’s take a closer look at each one,
Key #1. Value:
How much value can you create for your customer, and how can you monetize that value?
This is the first element in a successful sales organization, because unless you create measurable and monetizable value, you won’t be able to translate it into your pipeline.
So rather than only looking at what your addressable market is, think about how much monetizable value can you create in this market, segment or sector?
The more value you create, the more you have earned the right to translate that value into volume
Key #2. Volume:
Sales is always a front-loaded effort.
Think about leveraging business value to grow your pipeline volume.
The more volume you have in your pipeline, the better are your chances of achieving your sales goals.
Think of volume as a precursor to achievement, it is a leading indicator.
For example, I’ve seen certain segments prescribing metrics for volume, if it is enterprise customers may be between 3x to 5x, while government customers may require 8x to 10x.
Key #3. Velocity:
Velocity is all about translating value and volume into closed deals.
In fact, the best driver for velocity comes from your ability to collaborate with the customer, because it is their progress that dictates your progress.
Always measure the speed and quality of your progress by the actions and reactions of your customer.
Remember the adage: “When we say it, it is sold. When the customer says it, it is gold”
Velocity is also an indicator of our ability to forge consensus within the customer, the more we are congruent with them, the faster our deals go through.
Key #4. Quality:
When it comes to quality, it’s about 2 parameters.
1.Qualification Rate:
What proportion of the value that you have created and the volume that you have generated, actually translate into your pipeline?
2. Win Rate:
How much of your pipeline actually translates into order booking?
Let’s go over an example together,
A customer whom we’ve worked with, was focused on leveraging their entire range of products and services for their customers. Their sales bag needed to be landed and delivered.
Soon after working with us, they realized that it did not matter what was in their sales bag, what mattered most was the customers’ consideration and value creation and how much of that got translated into their pipeline.
As we implemented the 3VQ™ deal framework, the pipeline multiplied significantly.
They used specialists in their team to leverage customer risk and convert that into deal velocity.
After which, they started using quality metrics to rank and benchmark their performance which lifted the average performance for their teams.
Nobody wants to be at the bottom of a stack rank so everyone leveled up their performance.
They were now achieving breakthrough results.
Whether you’re a mature sales organization or just starting out, this framework can help you simplify and focus on what truly matters: creating value for your customers and achieving your sales goals.
If this resonates with you,
Subscribe to the CXO Sales Playbook Newsletter.
Every Friday morning, I’ll email you 1 actionable tip to get your sales teams to overdeliver. (other benefits include a big bonus and company-wide recognition :).
Join The Tribe
