It’s A Process Not The Bible

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