Comments on: Thinking Outside the (check) Box http://thesalesblog.com/2009/12/thinking-outside-the-check-box/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: victor kippes http://thesalesblog.com/2009/12/thinking-outside-the-check-box/comment-page-1/#comment-470 victor kippes Sun, 13 Dec 2009 16:21:13 +0000 http://thesalesblog.com/?p=1162#comment-470 As a sales manager I used the sales process to primarily insure my team was following our most important step, modelling out the impact of our enterprise application. This step was significant and required alot collaboration between our prospect and the sales team. Cocky sales people tried to take short cuts and ended up impacting our margins by not effectively modelling out our impact. I am a believed in a sales process and your comments as well. As a sales manager I used the sales process to primarily insure my team was following our most important step, modelling out the impact of our enterprise application. This step was significant and required alot collaboration between our prospect and the sales team. Cocky sales people tried to take short cuts and ended up impacting our margins by not effectively modelling out our impact. I am a believed in a sales process and your comments as well.

]]> By: uberVU - social comments http://thesalesblog.com/2009/12/thinking-outside-the-check-box/comment-page-1/#comment-465 uberVU - social comments Sun, 13 Dec 2009 04:26:24 +0000 http://thesalesblog.com/?p=1162#comment-465 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: When Sales Process Is Not Enough: Thinking Outside the (check) Box http://bit.ly/5NCxj3 #sales #salestip... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: When Sales Process Is Not Enough: Thinking Outside the (check) Box http://bit.ly/5NCxj3 #sales #salestip…

]]> By: Dave Brock http://thesalesblog.com/2009/12/thinking-outside-the-check-box/comment-page-1/#comment-460 Dave Brock Sat, 12 Dec 2009 23:40:32 +0000 http://thesalesblog.com/?p=1162#comment-460 Anthony: Fantastic! I couldn't have expressed this issue better myself. You really hit the issues head on. The sales process is jsut part of the process. Thoughtful, creative, active engagement on the part of sales professionals in executing the process is absolutely critical. We seem to be abusing the roadmap analogy---why stop here. In one of my earlier comments, I stated the sales process is a roadmap. It provides general guidance, but doesn't show every pothole or every curve, hill, dip in the road. Likewise, having a roadmap is useless unless you have a skilled driver! It's the skillful and thoughtful execution of the sales professional that wins deals. They can "push the limits" both of the "car" and the "road." They read the nuances in the road, temporary obstacles, avoid the potholes. As you know I am a strong advocate of great sales process. But the most critical element is the sales professional. Fantastic article!! You've got me thinking, I'll have to post something more later this week. Anthony: Fantastic! I couldn’t have expressed this issue better myself. You really hit the issues head on. The sales process is jsut part of the process. Thoughtful, creative, active engagement on the part of sales professionals in executing the process is absolutely critical.

We seem to be abusing the roadmap analogy—why stop here. In one of my earlier comments, I stated the sales process is a roadmap. It provides general guidance, but doesn’t show every pothole or every curve, hill, dip in the road.

Likewise, having a roadmap is useless unless you have a skilled driver! It’s the skillful and thoughtful execution of the sales professional that wins deals. They can “push the limits” both of the “car” and the “road.” They read the nuances in the road, temporary obstacles, avoid the potholes.

As you know I am a strong advocate of great sales process. But the most critical element is the sales professional.

Fantastic article!! You’ve got me thinking, I’ll have to post something more later this week.

]]> By: BizSugar.com http://thesalesblog.com/2009/12/thinking-outside-the-check-box/comment-page-1/#comment-458 BizSugar.com Sat, 12 Dec 2009 23:15:47 +0000 http://thesalesblog.com/?p=1162#comment-458 <strong>Thinking Outside the (Check)Box...</strong> This is a joint post by S. Anthony Iannarino of B2B Sales Coach & Consultancy and David Brock of Partners In Excellence discussing the importance of not simply checking the boxes as you go through the sales activities that define your sales process. Bo... Thinking Outside the (Check)Box…

This is a joint post by S. Anthony Iannarino of B2B Sales Coach & Consultancy and David Brock of Partners In Excellence discussing the importance of not simply checking the boxes as you go through the sales activities that define your sales process. Bo…

]]>