Origin of this Sales Methodology
The SOAR Selling Method was developed by David Hibbard and Marhnelle Hibbard. It was introduced as a sales approach that emphasizes the importance of reaching decision-makers directly and is detailed in their book “SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers.”
Description of the Methodology
SOAR Selling stands for Surge of Accelerating Revenue and is a methodology designed to increase sales efficiency and effectiveness by focusing on strategic outreach to decision-makers. It is built around several key principles:
- Strategic Outreach: Developing targeted strategies for connecting with key decision-makers rather than lower-level contacts.
- Opportunity Identification: Quickly identifying sales opportunities by engaging directly with those who have the authority to make purchasing decisions.
- Accountability Metrics: Using metrics to measure the effectiveness of outreach efforts and ensure accountability within the sales process.
- Relationship Building: Establishing and nurturing relationships with decision-makers to facilitate ongoing sales opportunities.
The SOAR Selling Method advocates for a proactive approach to sales, emphasizing the importance of direct engagement with high-level decision-makers to accelerate the sales cycle and increase success rates.
The Secret Sauce
The “secret sauce” of The SOAR Selling Method lies in its strategic focus on decision-makers and its systematic approach to reaching them. Unlike traditional sales methods that may involve working through layers of an organization, SOAR Selling prioritizes direct engagement with the individuals who have the authority to make purchasing decisions. This direct approach is designed to cut through the noise and complexity of the sales process, enabling sales professionals to more quickly identify and capitalize on opportunities. By focusing on accountability and measuring the effectiveness of outreach strategies, SOAR Selling ensures that sales efforts are both targeted and efficient, leading to a surge in accelerating revenue.
Situations in Which it Might Be Used
The SOAR Selling Method is particularly effective in competitive B2B sales environments where accessing decision-makers is challenging but crucial for closing deals. It is well-suited for industries such as technology, pharmaceuticals, and complex solution sales, where the decision-making process is often guarded and difficult to penetrate. An example of a scenario well-suited to this methodology would be selling enterprise-level software solutions, where direct engagement with C-level executives or department heads can significantly impact the sales cycle’s length and outcome.
Other Key Concepts
- Decision-Maker Identification: Techniques for identifying and targeting the actual decision-makers within an organization, bypassing gatekeepers and lower-level contacts.
- Value Proposition Customization: Tailoring value propositions to resonate with the specific interests, challenges, and goals of the decision-makers, making the outreach more relevant and compelling.
- Engagement Strategies: Developing specific strategies for initiating and maintaining engagement with decision-makers, including leveraging social media, referrals, and personalized communications.
- Sales Velocity: A focus on increasing the speed of the sales cycle through efficient decision-maker outreach, leading to faster revenue growth.
The SOAR Selling Method provides a blueprint for sales teams to more effectively reach and engage with decision-makers, streamlining the sales process and significantly impacting revenue growth. Through strategic outreach and a focus on building relationships with key stakeholders, sales professionals can enhance their effectiveness and achieve better results in competitive sales environments.
Further Reading
SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers by David Hibbard and Marhnelle Hibbard
