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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 organizations 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 recognize 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

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