Frictionless Selling

Evolve your sales strategy by eliminating friction

It's not what you sell,
it's how you sell it that matters.

The way we buy has changed. Now more than ever before, it’s not what you sell that matters, it’s how you sell it – and businesses with the least amount of friction win.

Frictionless Selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers.

What is Frictionless Selling?

Think of your business as a flywheel. The faster it spins, the faster you'll grow – and there are two things you can do to make your flywheel spin faster.

First, you can add force: Hire more reps, invest more in marketing, and pressure teams to increase their throughput.

Another way to get that flywheel spinning faster: Reduce friction. Enable your reps to work more efficiently, align your sales motion with buyer expectations, and transform your sales team through a culture of constant learning and iteration.

This is what Frictionless Selling is all about.

The Frictionless Selling Framework

Use this 3-part guide to help you to effectively remove friction from your sales process.

Enable Your Team to Spend More Time Selling

Before you can start removing friction from your team’s day-to-day work, you need to understand how each salesperson is spending their time. That’s going to require you to observe them carefully.

Get started with a sales rep efficiency audit

Align Your Team With Your Target Buyer

If you want to successfully align your sales process with your buyer’s needs, start by holding yourself accountable. Is your sales process meeting your buyers’ needs? Is it matching their expectations?

Get started with buyer mapping

Transform Your Team Through a Culture of Learning

Regardless of whether your managers have been coaching consistently for years or are just getting started, there’s always room for improvement in a team’s coaching efforts. Use this scorecard to evaluate how well your managers are doing.

See the sample scorecard