Manage The Complex Sale With Clarity

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RSVPselling™ is next generation selling with strategy as a way of thinking and excellence in execution.

It is a low overhead framework for opportunity management anywhere and at any time, and can be implemented in a boardroom within an account plan or in a coffee shop on the back of a napkin. Importantly, it can complement your existing methodology and tools for strategic selling and won't confuse your team. 

RSVPselling™ has successfully delivered large multi-million dollar contracts in hardware, software, products, professional services and solutions.

This methodology can be integrated with you Customer Relationship Management (CRM) software. SugarCRM now and salesforce and Microsoft Dynamics coming soon.

The RSVPselling methodology was instrumental in us winning a contract in excess of $100 million and provided clarity amidst the complexity of pursuing a large international enterprise opportunity.
— Kevin Griffen, Managing Director - Orange Business Services

Please play the video to the right. RSVPselling™ enables managers to mentor and coach on winning complex deals using an efficient and effective framework for strategy and execution as they simply keep asking questions in the four RSVP areas to create clarity and focus on what's important.

Relationships: Do we have the right relationships? Followed by: Are we selling at the right level? Do they have genuine political and economic power? Do our relationships provide differentiating intelligence, insight and genuine influence?

Strategy: Do we have an effective strategy for managing relationships and competitive threats? Followed by: Do we understand the power-base and have we identified the competition (external and internal including the risk of them doing nothing)? What's our strategy for winning while engineering a positive bias in the customer's requirements toward us?

Value: Are we leading with insight and uniquely creating compelling business value in the eyes of the customer? Followed by: Why will they buy anything at all and is there a risk of the status quo prevailing? How are we differentiating and evidencing our credentials as lowest risk and best value?

Process: Are we aligned with the buyer and do we truly understand the customer’s process for evaluation, selection, approval and procurement? Followed by: Do we understand how they define and assess risk with suppliers and solutions? Do we have a close plan validated by the customer?

Pragmatic tools underpin the RSVPselling™ framework for qualifying, closing and understanding the players in the buyer organization. RSVPselling™ can be simply enabled with Excel and Word documents or fully integrated into your CRM (Salesforce and Sugar CRM available now and Microsoft Dynamics coming soon).

RSVPselling™ is proven and the result of decades of research and real world application selling at the highest levels in enterprise and government markets. It is ideal for sales people who need efficient simplicity with a framework for creating the right strategy and executing tactics. RSVPselling™ is a meta-framework sitting above Huthwaite's SPIN Selling (Neil Rackham), Miller Heiman’s Strategic Selling, Target Account Selling (TAS), Holden’s eFox and Power Base Selling, the Sandler Selling System, Rick Page’s GPS RADAR and The Complex Sale, Keith Eades’ Solution Selling, David Maister’s Truster Advisor, Lambert & Dugdale’s Smarter Selling, Art Jacobs' Strategy & Battle Plan, Tony Parinello's Selling To VITO and more. It also provides a practical approach to supporting The Challenger Sale from the Corporate Executive Board.

“The RSVP principles are used by our solutions selling teams across the region with phenomenal success. As one of the largest SAP system integrators and applications transformation consulting organizations globally, we rely heavily on having tools that are simple to understand, use and deliver immediate benefits.”
— Brian E. Pereira. Head of Asia-Pacific, Japan, India and the Middle East HCL- AXON

Sales Methodology For CRM (Integrated Playbook)

The holy grail of sales enablement is to use the right methodology to drive repeatable quality processes inside Customer Relationship Management (CRM) software as a transparent coaching platform. Playbook concepts belong inside CRM to drive good process and intuitively guide sales people in how to ask the right questions and create progression as they build trust and establish value. The RSVPselling™methodology is seamlessly integrated into CRM to deliver a playbook and coaching platform with progressive qualification, action tracking, relationship mapping, close/win plans delivering transparent accurate information about the real status of opportunities in the forecast. Read the press release here.

CRM Online offers the methodology embedded seamlessly within SugarCRM. Visit their website or contact their Managing Director, Glenn Richmond on +61 8 6166 8600. Here is a recorded demonstration of the functionality.