Comments on: I Fricking Love The Sales Process http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/ Selling, sales consulting, sales management, Thu, 17 May 2012 15:09:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Keenan http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-657 Keenan Thu, 17 Dec 2009 18:59:00 +0000 http://asalesguy.com/?p=2628#comment-657 you got it Tony,<br> <br>In my book, there is no "typical one expected or experienced one", only the customers. I love gated sales processes that are mapped to the customers buying process. Don't measure actions, measure the results of the actions. you got it Tony,

In my book, there is no “typical one expected or experienced one”, only the customers. I love gated sales processes that are mapped to the customers buying process. Don't measure actions, measure the results of the actions.

]]> By: Keenan http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-659 Keenan Thu, 17 Dec 2009 18:49:44 +0000 http://asalesguy.com/?p=2628#comment-659 thats exactly what I mean thats exactly what I mean

]]> By: Tony Johnston http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-656 Tony Johnston Thu, 17 Dec 2009 18:19:38 +0000 http://asalesguy.com/?p=2628#comment-656 So Jim, given your article's content here, do you think that part of any sales process should be mapping out how the prospect's actual buying decision making process is or is not in line with the typical one expected and experienced? <br><br>If you do that, maybe what you will get is a flexible, situationally-appropriate sales process that is defined by 'gates to past through' rather than mindless and constricting action steps to take.<br><br><em>[By the way, I loved Tobi's comment here about "the error ... in using nouns without past tense verbs"]</em> So Jim, given your article's content here, do you think that part of any sales process should be mapping out how the prospect's actual buying decision making process is or is not in line with the typical one expected and experienced?

If you do that, maybe what you will get is a flexible, situationally-appropriate sales process that is defined by 'gates to past through' rather than mindless and constricting action steps to take.

[By the way, I loved Tobi's comment here about "the error ... in using nouns without past tense verbs"]

]]> By: Christian Maurer http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-658 Christian Maurer Thu, 17 Dec 2009 18:02:08 +0000 http://asalesguy.com/?p=2628#comment-658 If you mean by measuring results the reaching of the next customer milestone in the buying process, I fully share your view. If you mean by measuring results the reaching of the next customer milestone in the buying process, I fully share your view.

]]> By: Keenan http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-352 Keenan Thu, 17 Dec 2009 11:59:00 +0000 http://asalesguy.com/?p=2628#comment-352 you got it Tony,<br> <br>In my book, there is no "typical one expected or experienced one", only the customers. I love gated sales processes that are mapped to the customers buying process. Don't measure actions, measure the results of the actions. you got it Tony,

In my book, there is no “typical one expected or experienced one”, only the customers. I love gated sales processes that are mapped to the customers buying process. Don't measure actions, measure the results of the actions.

]]> By: Keenan http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-351 Keenan Thu, 17 Dec 2009 11:49:44 +0000 http://asalesguy.com/?p=2628#comment-351 thats exactly what I mean thats exactly what I mean

]]> By: tonyjohnston http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-350 tonyjohnston Thu, 17 Dec 2009 11:19:38 +0000 http://asalesguy.com/?p=2628#comment-350 So Jim, given your article's content here, do you think that part of any sales process should be mapping out how the prospect's actual buying decision making process is or is not in line with the typical one expected and experienced? <br><br>If you do that, maybe what you will get is a flexible, situationally-appropriate sales process that is defined by 'gates to past through' rather than mindless and constricting action steps to take.<br><br><em>[By the way, I loved Tobi's comment here about "the error ... in using nouns without past tense verbs"]</em> So Jim, given your article's content here, do you think that part of any sales process should be mapping out how the prospect's actual buying decision making process is or is not in line with the typical one expected and experienced?

If you do that, maybe what you will get is a flexible, situationally-appropriate sales process that is defined by 'gates to past through' rather than mindless and constricting action steps to take.

[By the way, I loved Tobi's comment here about "the error ... in using nouns without past tense verbs"]

]]> By: Christian Maurer http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-349 Christian Maurer Thu, 17 Dec 2009 11:02:08 +0000 http://asalesguy.com/?p=2628#comment-349 If you mean by measuring results the reaching of the next customer milestone in the buying process, I fully share your view. If you mean by measuring results the reaching of the next customer milestone in the buying process, I fully share your view.

]]> By: Keenan http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-348 Keenan Thu, 17 Dec 2009 01:15:47 +0000 http://asalesguy.com/?p=2628#comment-348 The only way a sales moves forward is if the customer is closer to buying, and they are the only ones who determine that. Build the process around their decision buying process. The only way a sales moves forward is if the customer is closer to buying, and they are the only ones who determine that. Build the process around their decision buying process.

]]> By: tobiasbray http://asalesguy.com/2009/12/16/i-fricking-love-the-sales-process/#comment-347 tobiasbray Wed, 16 Dec 2009 21:50:53 +0000 http://asalesguy.com/?p=2628#comment-347 I agree that employing the buyer's perspective is very effective. But on the process side the error is in using nouns not past tense verbs. The best sales people think about the next step as an action item that will advance a sale. The worst think the next step is "Meeting" - What the heck does Meeting describe and as it relates to an action. Try "Scheduled C-Level Presentation" - Note that it is past tense letting the rep know that there is a direct and deliberate action that they need to take and when they change the status, it better be done! Inother words, you can't advance the sale to "Set Up Meeting" and claim that the opportunity has moved forward. I agree that employing the buyer's perspective is very effective. But on the process side the error is in using nouns not past tense verbs. The best sales people think about the next step as an action item that will advance a sale. The worst think the next step is “Meeting” – What the heck does Meeting describe and as it relates to an action. Try “Scheduled C-Level Presentation” – Note that it is past tense letting the rep know that there is a direct and deliberate action that they need to take and when they change the status, it better be done! Inother words, you can't advance the sale to “Set Up Meeting” and claim that the opportunity has moved forward.

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