PROCESS

A sales process is a set of repeatable steps that a salesperson takes to guide a prospective buyer from the early stage of awareness to a closed sale.  It’s a journey for a prospect and a roadmap for a salesperson to stay on course.

SKILLS

It starts with listening.  You can serve the customer best by finding out what they want, need and expect from what you are offering.  Communicate the value proposition as a compelling solution.

EXECUTION

Define the sales plan (playbook) steps with Critical Success Factors (CSF) to measure effectiveness, and carry out actions to achieve each step.