In recent years, the viability of a defined sales process has come into question.
Some consider a process to be too rigid in today’s complex and fluid environment. Despite these challenges, high-performing organisations find a sales process to be valuable, if it is a dynamic sales process.
In the brief, How to Develop a Dynamic Sales Process That Works with Modern Buyers, we show how a dynamic sales process addresses the non-linear nature of selling today by enabling the sales professional to recognise where the buyer is in their purchase assessment and adjust accordingly.
We explain how to:
- Define the optimal customer experience
- Create a coachable framework
- Build a process with layers, not steps