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Sales Process
Sometimes it seems as if the sales process is the most discussed concept in sales. Entire books have been written about it. It’s frequently mentioned during discussions on LinkedIn. We toss the term around as if everyone understands it well and is managing and maximizing their sales process. However, this is not my experience.
We covered the buying process in chapters 2 and 3, but it’s impossible to accurately explain sales process excellence without bringing the buying process into the discussion, so expect that and bear with me. That said, let’s step back first and define a few things.
Sales process refers to the stages through which a sale progresses. Each stage has objectives, as well as tasks that are commonly performed to ...
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