Selling Starts with Understanding the Buying Process

Selling Starts with Understanding the Buying Process: from SellingPower by Gerhard Gschwandtner
Today's blog post is by Christian Maurer, a consultant for B2B sales leaders wanting to improve the productivity of their organization with solutions based on modern philosophies. Sales processes usually are linear representations of a sequence of activities a salesperson has to follow in order to be successful. While the sales process might provide guidance to the salesperson, it’s inadequate for monitoring the progress of a potential deal. In the end, it does not matter what the salesperson has done; buying happens when the customer has reached a certain state of mind. So we have to take the customer’s buying...