• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

It’s A Process Not The Bible

Tibor Shanto - 14 August 2018

By Tibor Shanto
A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair.  It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales.  Following the process blindly is not a recipe for success. I know many of you are shaking your heads saying “duh, we know that Tibor.”  So then why are so many out there losing deals and opportunities by following their organizations’ sales process?  We’ll get to that after a couple of recent real-time examples.
Slaves To The Clock
I was involved with a renewal with a client for their marketing automation product, a leader you’d all know, the client was not happy and had made that abundantly clear to their “Customer Success Manager.”  Came the day for the call with a “Renewal Manager,” title like that called for our

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler Training
Amy Franko
Assessments 24x7
Integrity Solutions
Kurlan & Assocs
Membrain
Mereo
Objective Management Group
Salesforce
Sandler Research Center
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2023 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative