Guided Customer Buying Guided Customer Buying produces superior sales results by:

• Adapting the sales approach to each customer, while using a standardized sales approach which is highly customizable
• Creating customer value during the sales process to gain competitive differentiation

We have developed the Guided Customer Buying framework as our toolkit, which includes our approach for driving sales performance and enabling it with CRM. Don't get too hung up on the name (we had to call it something). Guided Customer Buying is a customer-centric sales approach which acknowledges the many cost effective technologies which radically alter the sales landscape. The framework optimizes the use of these technologies to collaborate with buyers during the sales process, hence the name Guided Customer Buying.

We also recognize you have already invested in sales processes and sales training. We are not suggesting you radically change your sales execution processes to benefit from our approach. This is not yet another sales methodology. What we are suggesting is you involve your buyer in a way which we think will make you more successful. This will require some change in your sales go-to-market, but not an overhaul in the way you sell. We assume you have the basics of selling covered already, but are looking for sustainable and scalable sales growth.

This section of our website is intended to provide learning materials to help you become familiar with the Guided Customer Buying framework. We are sharing this knowledge in the hope that it can be helpful to you in developing your own sales improvement programs.

The first resource you should review is our video which makes the case for Guided Customer Buying. It explains the typical problems sales organizations face and how we believe those problems can be solved. We don't focus singularly on sales execution as the only problem affecting sales. We believe many organizations treat their sales relationship with the buyer as exclusively a sales problem. This is where they go terribly wrong. Sales performance is affected by the focus of the entire company and requires significant change across the company to truly enable high performance sales teams. Watch the video to learn more. Kalvin has also blogged about Guided Customer Buying.

We have also developed some introductory presentations. You can learn all about the Guided Customer Buying framework by reviewing them. The first is the presentation used in the video to make the case for Guided Customer Buying. We have also developed a presentation which provides an initial overview of what Guided Customer Buying is all about.

Lastly, we have been writing the 'book' about Guided Customer Buying. As we explain in the the forward to our book we are doing this as a mini-novel. People seem to learn better when presented with material in the context of a case study or realistic situation, so we decided our first attempt at writing a book would honor these principles. Reading the book will give you a comprehensive understanding of Guided Customer Buying and how it can turn around sales for a company.