18. Target Account Selling (TAS)

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Gap Selling helps salespeople focus on the customer’s true needs and offer a solution that will truly help them succeed. This makes the sales process more meaningful and results-oriented.

Target Account Selling (TAS) is a B2B sales methodology aimed at selling to large, strategically important clients. In this approach, salespeople select a few key accounts that have high growth potential and focus their efforts on building long-term relationships with them.

TAS helps salespeople to better understand the business, identify its key needs and offer solutions to their problems. This approach allows not only to increase sales but also to strengthen relationships with target customers.

19. B2B sales methodology Solution Consulting
Solution Consulting is a B2B sales approach in which spain mobile database salespeople act as consultants, helping clients solve specific business problems. Within this sales methodology, managers closely collaborate with clients, analyze their business processes, and offer solutions that will help them optimize their work and achieve their goals.

Solution Consulting requires the salesperson to not only have deep product knowledge, but also an understanding of the client’s business, industry, and specific challenges. This allows salespeople to become true partners for their clients, which significantly increases trust and loyalty.

20. Conceptual Selling (Miller Heiman)
Conceptual Selling is a B2B sales methodology, also developed by Miller Heiman, that focuses on understanding the concept by which a buyer makes decisions. Sellers using this approach seek to understand what criteria are important to the customer, how he evaluates offers, and what factors influence his decision.

Conceptual Selling helps salespeople build a more personalized approach that meets the customer’s expectations and needs. This is especially important in complex sales, where each decision goes through several stages and requires approval from several decision makers.