One reason I remain agnostic about sales methodologies is that two key constituencies are often ignored. The first is the customer. How is the customer served by your sales process? Does it take the prospect as it finds them, considering in what stage the buying process the customer is presently engaged?
The second constituency is the sales rep themselves. Does the sales process logically and naturally link together activities that lead to a sale? Or, is the process designed for sales management?
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