))
Why Sales Process and Methodology are Still Needed | Deep-Dive
Manage episode 359271122 series 2893946
Content provided by FFWD Revenue. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by FFWD Revenue or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Written by Mike Kunkle, read by Felix Krueger.
Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process management makes sense in modern B2B sales.
The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.
Resources:
The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)
The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna
Discovery Skills + Patience = The Superpowers of Selling
How to Navigate the Buyer Landscape
Building Blocks, Close Up! Buyer Acumen - Spotlight: Exit Criteria
Building Blocks, Close Up! Spotlight on Personalizing Solution Messaging
Where to find The State of Sales Enablement:
Website - http://thestateofsalesenablement.com/
LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
131 episodes
Share
