{"id":143,"date":"2016-01-29T14:38:32","date_gmt":"2016-01-29T09:08:32","guid":{"rendered":"https:\/\/myblog.medtreatserve.com\/?p=143"},"modified":"2023-11-06T13:10:34","modified_gmt":"2023-11-06T07:40:34","slug":"how-to-apply-platform-thinking-in-sales-infographic","status":"publish","type":"post","link":"https:\/\/braintannica.com\/blog\/how-to-apply-platform-thinking-in-sales-infographic\/","title":{"rendered":"How to apply Platform Thinking in sales [Infographic]"},"content":{"rendered":"<p><a href=\"https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Platform-thinking-in-sales.png\"><img decoding=\"async\" class=\"wp-image-8804 alignleft lazyload\" data-src=\"https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Platform-thinking-in-sales.png\" alt=\"Concept of Platform Thinking in Sales\" width=\"230\" height=\"190\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 230px; --smush-placeholder-aspect-ratio: 230\/190;\" \/><\/a><\/p>\n<p>Intent-based <strong>platform thinking in sales<\/strong> allows professionals to prospects based on buying patterns and intentions. Segmenting your prospect database enables to direct efforts and energies with greater accuracy on rewarding prospects and also focus on prospects sitting-on-sidelines by engaging tactfully, and consistently to bring them to your fold.<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>Did you know?&#8230;<\/p>\n<ul>\n<li><strong>20% of qualified prospects contribute nearly 70-80% of quota (Unicorns). <\/strong><\/li>\n<\/ul>\n<p style=\"padding-left: 60px;\"><u>Learning<\/u>: <span style=\"color: #0000ff;\"><strong><a style=\"color: #0000ff;\" href=\"http:\/\/www.accountingweb.co.uk\/topic\/practice\/client-retention-strategies-brick-wall\/425590\">Create The Brick Wall<\/a> <\/strong><\/span>for your &#8216;Unicorns&#8217; to retain them<\/p>\n<ul>\n<li><strong>50% of sales go to the first salesperson to contact the prospect<\/strong> (Source <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"http:\/\/www.insidesales.com\/insider\/inside-sales\/impression-marketing-the-art-and-science-of-inside-sales\/\">InsideSales.com<\/a><\/span>)<\/li>\n<\/ul>\n<p style=\"padding-left: 60px;\"><u>Learning<\/u><strong>: <\/strong><em>The early bird takes the worm<\/em>.<\/p>\n<ul>\n<li><strong>Nurtured leads (in Buying Platform and Unicorns) make 47% larger purchases than non-nurtured leads <\/strong>(Source: <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"http:\/\/annuitas.com\/2009\/01\/19\/number-crunching\/\">The Annuitas Group<\/a><\/span>).<\/li>\n<\/ul>\n<p style=\"padding-left: 60px;\"><u>Learning<\/u>: <strong>Upsell and resell in Buying Platform<\/strong>.<\/p>\n<ul>\n<li><strong>Prospects in Buying Platform have propensity to make larger and more often purchases <\/strong><\/li>\n<\/ul>\n<p style=\"padding-left: 60px;\"><u>Learning<\/u>: Pay attention based on who is paying attention to you. That&#8217;s <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/braintannica.com\/blog\/recency-frequency-currency-rfc-3-d-approach-to-profitable-sales\/\">how you make a Profitable Sale<\/a><\/span><\/p>\n<ul>\n<li><strong>80% of sales require 5 follow-up calls; 44% salespeople give up after 1 follow up<\/strong> (Source: <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"http:\/\/www.marketingdonut.co.uk\/marketing\/sales\/sales-techniques-and-negotiations\/why-8-of-sales-people-get-80-of-the-sales\">The Marketing Donut<\/a><\/span>)<\/li>\n<\/ul>\n<p style=\"padding-left: 60px;\"><u>Learning<\/u><strong>: <\/strong><strong>Keep nurturing<\/strong> prospects in Working Platform and bring them to Buying Platform<\/p>\n<ul>\n<li><strong>Each year you will lose 14% of your customers.<\/strong> (Source: <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"http:\/\/www.businessbrief.com\/regaining-lost-customers-2\/\">BusinessBrief.com<\/a><\/span>)<\/li>\n<\/ul>\n<p style=\"padding-left: 60px;\"><u>Learning<\/u><strong>: <\/strong><strong>Never stop prospecting<\/strong>. Dig into your Market Platform<\/p>\n<p>Platform Thinking is a powerful tool for planning sales activities, resources allocation and aligning resources. In this Infographic below, I have classified client\/ prospects in platforms (segments) based on how far are you with them in their (buyer\u2019s) journey.<\/p>\n<p style=\"text-align: center;\"><a href=\"https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1.png\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter size-full wp-image-8806\" src=\"https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1.png\" alt=\"Downloadable Infographic on Platform Thinking in Sales\" width=\"960\" height=\"2880\" srcset=\"https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1.png 960w, https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1-100x300.png 100w, https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1-341x1024.png 341w, https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1-768x2304.png 768w, https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1-512x1536.png 512w, https:\/\/braintannica.com\/blog\/wp-content\/uploads\/2016\/01\/Infographic-Pipeline-Thinking1-683x2048.png 683w\" sizes=\"(max-width: 960px) 100vw, 960px\" \/><\/a><\/p>\n<p>&nbsp;<\/p>\n<hr \/>\n<p style=\"text-align: center;\"><span style=\"color: #008080;\">Hey, Thanks for making it this far! You know what, I am sucker for hearing your views on my posts. If you\u2019ve got a question or an opinion on this post, please leave your comments. I promise to read and respond back.<\/span><\/p>\n<p style=\"text-align: center;\"><span style=\"color: #008080;\">And by the way, I value a critique equally as a praise!<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Intent-based platform thinking in sales allows professionals to prospects based on buying patterns and intentions. Segmenting your prospect database enables to direct efforts and energies with greater accuracy on rewarding prospects and also focus on prospects sitting-on-sidelines by engaging tactfully, and consistently to bring them to your fold. &nbsp; &nbsp; Did you know?&#8230; 20% of [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":8466,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-143","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to apply Platform Thinking in Sales [Infographic]<\/title>\n<meta name=\"description\" content=\"Intent based Platform Thinking in Sales allows sales professionals to segment prospects based on buying patterns and intentions.\" 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IDEATE  .  INSPIRE\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/braintannica.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/braintannica.com\/blog\/#\/schema\/person\/2533d70c8ac1be86f116e130ccf88457\",\"name\":\"Sanket Arora\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/braintannica.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/e66059677d485978638946104cfef880?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/e66059677d485978638946104cfef880?s=96&d=mm&r=g\",\"caption\":\"Sanket Arora\"},\"description\":\"Sanket Arora is a Google and Hubspot-certified healthcare marketer. 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IDEATE  .  INSPIRE","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/braintannica.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/braintannica.com\/blog\/#\/schema\/person\/2533d70c8ac1be86f116e130ccf88457","name":"Sanket Arora","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/braintannica.com\/blog\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/e66059677d485978638946104cfef880?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/e66059677d485978638946104cfef880?s=96&d=mm&r=g","caption":"Sanket Arora"},"description":"Sanket Arora is a Google and Hubspot-certified healthcare marketer. 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