Defining the process

- In simple terms, a cross-functional sales process … is actually a systematic approach … involving a series of steps that enables … a cross-functional sales team to clearly and more easily … follow a buying process from unqualified prospect … all the way through the sale … and then effective delivery or implementation. … This process should be customer-centric, … not self-centric in nature. … It should be clear, easy to understand, … and very intentional each step of the way. … Random acts produce random and uncertain results. … In sales, random acts can be used occasionally, … but a systematic and well-defined best practices approach … can assure more predictable results. … By developing and implementing an effective process … with definable steps, you generally create the following: … First, as I mentioned before, predictable outcomes. … It's really important how these predictable outcomes … through a series of actions that could and should … lead to more sales and higher margins. …