Today’s market shifts are relentless, and competitive advantages are short-lived. Sales leaders must continuously adjust, yet strategy execution remains a challenge—whether driving an existing plan through at the deal level or adapting it to market shifts and new offerings. Precision Guided Selling (PGS) bridges this gap, aligning enterprise sales strategy with real-time deal execution.

WHY PGS MATTERS NOW

Our research (over $20 billion in win-loss analysis) highlights a key truth:

“We win when we demonstrate to customers that we meet their business needs and desired KPI improvements with higher confidence and lower risk than their alternative.”

However, this is becoming increasingly complex due to:

1. Shifts in Your Value: Introductions of new products, services, acquisitions, or even pricing changes.
2. Shifts in Competitor Value: Competitors evolve just as rapidly.
3. Changing Customer Needs: Geopolitical, supply chain, or regulatory.

To compete effectively, reps must move beyond static value statements and deliver deal-specific messaging tailored to real- time conditions.

SELLING AT THE SPEED OF CHANGE

Reps need just-in-time best practices to handle fast-evolving conditions. Harvard’s Frank Cespedes warns:

“You must link your go-to-market activities with your strategic aspirations—or strategy becomes just a statement of intent.”

"Without execution, even the best strategy remains idle in boardrooms and slide decks. PGS ensures strategic shifts—product launches, acquisitions—are reflected in rep actions immediately, not months later."

THE EXECUTION GAP & BEHAVIORAL CHANGE

Reps resist change due to ingrained habits, fear of uncertainty, and lack of reinforcement. Frontline managers often lack time and training bandwidth to drive execution effectively. PGS operationalizes strategy at scale, providing reps with real-time guidance to execute sales initiatives consistently.

WHAT IS PRECISION GUIDED SELLING?

PGS is an AI-driven Intelligent Application that links your sales strategy with real-time execution. It delivers best practices on every deal, at every stage, 24/7—increasing win rates, maximizing deal quality and renewals.

• Sales Strategy → Defines high-level direction. Where we want to go.
• Sales Strategic Objectives → Specific, measurable goals that drive execution. How do we know when were there?
• PGS → Bridges the two, sales tactics. Ensuring sales reps apply strategy in every live deal at the appropriate sales stage.

• Guidance vs. Coaching → PGS provides real-time tactical guidance (immediate next steps), while coaching builds skills over time.
• Scaling Execution → Before PGS, consistent execution required manual coaching—time-intensive and impractical. Now, PGS provides deal-specific insights instantly.

• PGS dynamically integrates strategic updates into deal execution.
• Reps get precise guidance at every stage—from qualification to close.
• No guesswork—every rep aligns their execution with leadership’s strategic intent.

PGS IN ACTION

Example: Altamont Mfg. strategy is to expand into both integrated design AND manufacturing. To operationalize this shift, reps must change behavior at every stage from qualify to close.

Reps are provided guidance in alignment with their current sales strategy at every stage of the sales process.

1. QUALIFY

Rep Challenge: I need to determine whether this deal aligns with the ideal opportunity attributes for our new integrated solution— maximizing the likelihood of winning, improving deal quality, and increasing renewal probability.

PGS AI GUIDANCE: Provides custom, data-driven weighted criteria to assess qualification strength. It delivers a qualification score, highlights potential risks, and prescribes specific actions—drawing from PGS best practices and my sales methodology—to strengthen deal positioning and improve win probability.

2. STAKEHOLDER ENGAGEMENT

Rep Challenge: Selling both design and manufacturing solutions requires me to identify new stakeholder titles to engage and understand which buyer KPIs I can impact.

PGS AI Guidance: Surfaces existing CRM contacts and compares them to an ideal multi-threaded approach, identifying gaps in stakeholder engagement. It assesses each influencer’s level of support, flags potential risks, and prescribes targeted actions— leveraging PGS best practices and my sales methodology—to enhance alignment and improve deal positioning.

3. COMPETING ALTERNATIVES

Rep Challenge: I need to understand how new solution elements shift my competitive positioning against the specific alternative I’m facing— including strengths, weaknesses, and differences in buyer evaluation criteria.

PGS AI Guidance: Provides me decision criteria by buying influence, comparing Altamont vs. competitor TC Mfg. It identifies relative strengths and weaknesses, scores win probability, flags potential risks, and prescribes strategic actions—rooted in PGS best practices and my sales methodology—to differentiate and strengthen my competitive stance.

ADDRESS AND REDUCE DEAL RISK

CONSOLIDATED RISK & ACTION PLAN

PGS AI Guidance: Aggregates all potential deal risks related to qualification, stakeholder engagement, and competitive differentiation while recommending specific actions to mitigate risks—reinforcing both third-party sales methodologies and PGS best practices.

Precision Guided Discovery

Additionally, PGS AI delivers stakeholder-specific questions based on identified data gaps, guiding me toward uncovering KPI-driven insights critical to winning.

Next Steps: Execute discovery, refine my positioning, and prepare to configure a solution.

4. EXPAND VALUE IDEAL SOLUTION CONFIGURATION

Challenge: My customer has requested a base product they are familiar with, but I need to shift the conversation from simply taking an order to positioning a more optimal solution that benefits both the customer and our business. Additionally, I need to ensure my configuration maximizes the probability of internal approval.

PGS AI Guidance: Recommends the best-fit solution for this deal, aligning with leadership’s solution configuration guidelines. This helps me transition the conversation from the customer’s initial request to a more strategic, high-value offering, maximizing both customer success and deal value.

5. COMMERCIAL TERMS & LEGAL

Challenge: How do I price and share risk on the new solution? How do I expand value in my deal with creative commercial and legal terms for this solution that are optimal for us while increasing the likelihood of a fast approval?

PGS AI Guidance: Informed by deal desk and legal guidelines, PGS suggests contract elements that align strategic objectives with customer requirements, ensuring an efficient, streamlined approval process for me.

Note: PGS does not replace your existing deal approval process or CPQ tools; rather, it enhances them by bridging the gap between approvers’ priorities and reps’ execution, ensuring alignment and efficiency in the approval workflow.

6. PREPARE AND PRESENT VALUE (CUSTOMER-FACING)

EXPAND THE OPPORTUNITY

Challenge: How do I position and present a more strategic solution alongside the customer’s initial request? How do I guide the conversation toward a higher-value outcome?

PGS AI Guidance: Generates three solution options for the customer, each at varying levels of effectiveness and investment, all aligned with deal approvers’ strategy. These options are framed around customer business impact, rather than just my solution.

• Option 1: The most robust, high-impact solution (from the previous section).
• Option 2: A middle-tier option that balances investment and value.
• Option 3: The customer’s original request. I can edit these options and seamlessly export them to slides for presentation.

3 Elements of Precision Guided Selling

1. The Strategy Center – The “brain” of PGS, housing 100% custom data tailored to your sales strategy.
2. The Close Plan – A rep-facing interface that applies Strategy Center data, guiding reps at every sales stage.
3. Reporting & Insights – Delivering real-time analytics on deal execution and performance.

HOW THE STRATEGY CENTER WORKS

A scope in PGS defines the key contextual factors that shape sales execution. Each scope includes:

• Product or service being sold
• Competitor or alternative being evaluated
• Geographic region
• Industry or vertical
• New vs. renewal deal

Strategy Center Can Be 100% Custom Built in Hours

• Define & Populate Base Scope – AI generates foundational guidance data for review.
• Stakeholder Validation – Sales, marketing, and product leaders validate accuracy via e-survey.
• AI-Driven Document Integration – Ingests corporate strategy, playbooks, and best practices.
• Strategy Center Rollout – AI structures data across all defined scopes.
• Final Validation & Ongoing Updates – Ensures real-time updates as market conditions shift.

This structured approach ensures that every rep has immediate access to contextualized, up-to-date strategy guidance, making PGS the real-time execution engine for enterprise sales.

FUNDING SOURCES FOR PGS

Many companies fund PGS from sales training budgets, as it delivers more value than traditional workshops. Instead of spending $1,500 per rep on a one-time event, PGS offers:

Continuous, deal-specific execution guidance in alignment with your strategy for every rep, on every deal at every stage 24/7-365 at scale.

WHY TRADITIONAL SALES METHODOLOGIES FALL SHORT

• Event-Based, Not Continuous → Traditional methods like SPIN, Challenger, and Miller Heiman struggle to keep up with real- time deal execution needs.
• PGS Ensures Application → Rather than replacing methodologies, PGS embeds them into live deal execution.

• PGS vs. Co-Pilot Tools → Unlike Co-Pilot AI, which assists with task automation, PGS aligns deals with strategic objectives.
• PGS vs. Conversation Intelligence → CI analyzes sales calls; PGS

CONCLUSION

PGS is not about "how to sell" —it’s about ensuring your sales strategy is executed in real time, deal by deal.

With AI-driven guidance, PGS helps reps adapt instantly to market shifts, ensuring boardroom strategy translates into frontline execution.

If you’re looking to increase win rates, drive deal quality, and ensure sales teams align with strategic goals, PGS is the modern solution you need.

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