Most people in sales would agree that having a process is a good thing. A good process provides guidance for sellers and enables some governance around the sales effort: knowing where we are, where we are headed, and what we should be doing next. Ultimately this helps the sales team be more effective, win more deals, drive up revenue etc. However, traditional sales processes in use in many, if not most, organisations today fall far short of this. In this post I will introduce three ideas which can help and offer ways to improve: Continue reading “Three ideas for improving your solution sales process”