The Importance of the Sales Process

Whenever we say ‘process’ to a sales person, we get yawns and indifference. But the fact is that every sales problem you have…probably…has something to do with a kink in your process.

In this episode, Bill and Bryan look into the ever-important issue with ‘decision process’ and how you can better influence it.

(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized–which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn’t bring with it a cost savings or revenue growth, it’s put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.)

Posted on by Bill Caskey in Uncategorized

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