Brief: Bringing Agility to Selling With The Use of Pursuit Criteria
Sales organisations tend to follow a linear sales process because it maps to their CRM. Whether you show it in a circle, square, or line, it is still a linear progression. But buyers don’t work in a linear fashion.
So how can you help your sales team stay agile while still adhering to your sales process? The answer lies in giving them a set of agile Pursuit Criteria to guide them and the buyer.
In this piece, we outline the key sales activities and criteria your team can follow that allow them to flex with the customer, still adhere to your process, and keep their eye on the most important part: driving buying momentum and reducing decision complexity.