In the recently released book, Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Framework, CSO Insights Research Director Tamara Schenk (@tamaraschenk) defines, and draws a distinction between, some key concepts that our industry tends to use interchangeably:
Sales Process is the set of sequenced activities for finding and closing business. Terms and transition criteria are defined (e.g., what is a qualified lead? What evidence is required to move an opportunity to closed/won? What is forecast and at what weighting?). Ideally, sales processes should outline what decisions and commitments customers are making within each stage.
Sales Methodologies connect the sales process to the customer’s path by outlining what needs to be done in each phase of the process and specifically how and why to do it. For example, sales methodologies impart sales call preparation, methods for identifying and engaging decision-makers, techniques for opportunity analyses and account planning approaches.
Selling Skills
