Ah, THE SALES PROCESS, my favorite subject. I was glad this made number 10 on the survey list or I may have had to change this blog theme to the top 12 or top 18 to ensure it was included. Now the challenge of keeping it short!
In an earlier blog in this series, Accelerating Opportunities, I discussed the importance and benefit of adding detailed milestones within each stage of the sales process and tracking these at the milestone level within a CRM. That same technique is critical here as well. Go ahead, go back, and read that blog, I’ll wait!
Now let us build upon that thought process. I hope that I have convinced you that no one generic sales process is applicable to everyone. It also may be true that no one sales process, even one tailored to your business, is applicable across all your product lines or across all the markets you serve. IMO one of the keys of developing a successful sales process is aligning with your customers buying process. What stages do they go through when selecting a vendor to solve their business issue? Continue reading.