As mentioned in the previous chapter, the sales process is like a sports team’s playbook. It is a description of how things will be done, or the best plays to run to win the game or, in sales, to win more business. It is coveted and closely held by the sales team because of its importance.
A typical sales process for selling B2B (business to business) might look something like this:
- Profile territory and assignment.
- Prospect and gain access to key contacts.
- Meet with prospects to discover, qualify, and influence in order to understand the customer’s decision making and buying process. ...