Podcast: The Sales Process is Non-Linear

In the Arena Podcast More Episodes
Success in large, complex, strategic sales is going to require that you adapt your approach to the non-linear nature of the process of change.
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On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days after I published my second book, The Lost Art of Closing. Success in large, complex, strategic sales now requires that you adapt your approach to the non-linear nature of the process of change by working to gain the commitments necessary to move your client from their current state to the better future state they need.

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