Your Sales Process or Methodology Is Broken

alt text image of a broken bridge

Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients. Here is what I know to be true: Nothing … [Read more...]

Do This And Win. Don’t Do This And Lose!

alt text image of a pawn being moved between stages

Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager. Do This And Win Your sales process is simply the collection of things that you do that lead to a won deal. It outlines all of the steps between … [Read more...]

Choosing Your Sales Process Instead of the Buyer’s Process

alt text image of a person offering a red pill or blue pill

Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]