We spend way too much time in our companies designing, measuring, and enabling, the Sales Process.
Every time you hear those words (Sales Process), I want you to ask a question: Wouldn’t it be more useful if we talked about the Buying Process?
Does this difference – between Sales process and Buying process – sound like hair splitting?
It’s not. You can make up a Sales Process. You have to talk to actual buyers to map the Buying Process. When you do that, everything will change.