From the course: Sales Pipeline Management
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The sales process
- The backbone of a successful pipeline management plan is a well designed and strategic aligned sales process that you use. The vast majorities of companies that we work for have a sales methodology structured to fit the product or service that we're offering. There are many programs available ranging from the Challenger Sale to Miller Heiman's Strategic Selling and from Solution to Spin Selling. Your company may also have their own customized sales program that takes elements from a variety of methodologies. I feel that all sales processes should begin with a basic seven to 10 step framework that many trainers use before getting into the more complex strategies of selling. This is the approach that I followed throughout my career and the one that I'm going to use as an example during this course. You'll then be able to easily make adjustments based on your own specific situation. My key message here is that having a strong sales process program in place is essential to an effective…
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