What is gpct and how to apply customer success philosophy in sales?

[muskanhossain66]

Maybe your team isn't qualified to make sales.
If you are a salesperson and have a minimum of knowledge about sales, you know that there are some patterns that make it easier for you to maintain a sales conversation.

One of the most widely used methodologies, and for a long time, is the classic BANT .

Translated into Portuguese: Budget, Authority, Needs and Time Expectation. This classic framework served as a guideline for every sales professional to understand the buyer's journey .

However, we live in a completely different world. Previously, stores only job seekers database operated in physical environments , but over time they also began to operate online .

This change has significantly changed the way sales are made, especially in SaaS companies , where it is necessary to be with the customer even after the product has been sold.

Understanding this new universe, the Hubspot team created a new methodology, a framework adapted to this new reality: GPCT.

And that's what I'm going to present to you today.

What is GPCT and how did it come about?
Before talking about its origin, let's first understand what each acronym means:

GPCT

- > Goals , Plans , Challenges , Timeline

If we translate into Portuguese:

-> Objectives, Planning, Challenges/Obstacles, Time Expectation.

The time when the BANT framework worked was a time when the internet did not have as much influence on the purchasing process.

With this in mind, the Hubspot team created a new methodology, capable of acting in the current market situation. You already know its name, GPCT.

But how does GPCT work?
You may have noticed that most companies today work with content marketing. You also know that this tool serves both to acquire leads and to EDUCATE them about products.

Read also: What you should do to take advantage of the visits your website receives: Conversion, the second phase of Inbound Marketing
In other words, today, the buyer is more prepared , he understands more about the product before even buying it.

That said, it is normal for the role of salespeople to change as well.

You no longer need an attendant to explain exactly what the product is for.

Now, your sales team needs to act as a kind of consultant on the client's business.

Today, your sales team must understand how the client's business works , what their goals and obstacles are so that they can offer complete consultancy and, consequently, improve their relationship with your company .

Applying Customer Success to your sales.
As we saw above, the GPCT methodology works as a kind of consultancy from the sales team to the buyer.

We also know that every SaaS company must put in the maximum effort in its Customer Success . Since you need to keep the customer with you month after month.

Applying the Hubspot framework to your sales team will not only help your sales , but it will also greatly assist your company's CS, especially if it is a SaaS model.

It's like Jeremie Bacon says in one of his articles:

“When cross-functional teams are aligned, there are clear but flexible boundaries between them. Sales, marketing, and customer success engage in joint planning and coaching activities. Teams begin to speak the same language, share the same goals, and pursue the same objectives.”

At my startup, StayApp , our sales team is fully trained with this new framework, and I can say that it really makes a difference.

It's your turn, apply the methodology to your sales team, do your tests and evaluate your results.