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Sales Methodology
Sales methodology includes the buyer-facing selling tasks and activities that reps do in each sales process stage and what they must do to prepare for them. This is not just what the reps do to sell, but how they do it.
More detailed than regular nonselling tasks (such as coordinating a meeting with multiple parties), the methodology includes the frameworks, models, skills, steps, and behaviors reps use (sales competencies), and how they perform those tasks—that is, how well (quality) they use those models and skills. This also includes the frameworks and models reps use to prepare to interact with buyers and execute the methodology.
Therefore, a sales methodology includes how to:
• Research and prepare for prospect buyers ...
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