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.)

Your Clients Are Your Best Prospects

One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems.

In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you can change your perspective to allow yourself to retain current clients—and pursue new business with them. The unspoken fact is that it costs a lot more to acquire a new account than it does to grow the business with current clients. So why don’t we do it?