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The New Solution Selling, 2nd Edition by Keith M. Eades

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CHAPTER THREESales Process

Solution Selling’s research indicates that the majority of salespeople and the companies they work for do not utilize a common sales process. This truly amazes me in light of the complex and highly competitive world that we all sell into today. Our research also indicates that both individual and company-wide sales performance improves dramatically when a company-wide sales process is deployed. It is not uncommon for individuals and companies to realize a 15 percent or more increase in their productivity. The whole business generally prospers when everyone has a common language to use and a process to follow.

Like most Eagle salespeople, I was initially turned off by the term sales process. I thought a process was something ...

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