7 Questions Sales Leaders Should Ask About the Buying Process to Win More Deals
The inward sales process is focused on what ‘we’ do as sales reps. An outward-in sales process is all centred on what the buyer does and the buyer activities.
The purpose of a sales process is to win more deals in less time. The reality facing sales forces is that decision-makers are making purchases differently today. Traditional sales processes based on needs development and solution positioning will cause the majority of your reps to miss the number. We know that the buyer has changed. Because of that, and because the buyer continues to change, we developed seven questions that must be asked as we begin to develop and deploy a sales process to win more deals in less time.
Why is this important? An inward-out sales process has as its
