I Fricking Love The Sales Process | A Sales Guy | Small business news; tips; networking

Posted by keenan under Sales
From http://asalesguy.com 5449 days ago
Made Hot by: on December 19, 2009 10:47 pm

A sales process is absolutely critical to making your number, BUT you have to have the right sales process.

Measuring activity will kill you and your team. Measure results. Figure out how your customer buys and you have your sales process.

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Comments

Written by TonyJohnston_CNi
5448 days ago

So Jim, given your article's content here, do you think that part of any sales process should be mapping out how the prospect's actual buying decision making process is or is not in line with the typical one expected and experienced?

If you do that, maybe what you will get is a flexible, situationally-appropriate sales process that is defined by 'gates to past through' rather than mindless and constricting action steps to take.

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