September 2024
Intermediate to advanced
260 pages
8h 42m
English
Content preview from Sales Management for Start-ups and SMEs
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Chapter 5 Your unique sales methodology What are the specific routines, attitudes and processes that define good selling in your context?
What is a sales methodology?
Your sales methodology could also be known as your way of selling. It’s the collection of routines, attitudes, skills and knowledge that brings your sales process to life. It’s the set of actions and activities that maximises your chances of success in selling. Mark Roberg calls it the “best practices blueprint”.1 Because every product/service/market combination has its own idiosyncrasies, your sales methodology tries to codify these so that they can be trained, coached and lived every day.
Imagine you have a new starter in sales. Your methodology ...
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