The Difference Between a Sales Process and a Methodology

Tag: 爱上海同城对对碰 地址

first_imgA recipe is a process. It tells you, step-by-step, what you need to do to get a certain outcome. If you are baking a cake, a recipe takes you from start to finish, covering all the steps in between.A sales process takes you from target to close, covering all of the steps along the way. It tells you how to target the right prospects. It gives you directions on how best to qualify your prospects. It provides you with the steps you need to take to uncover your client’s needs and requirements. It gives you guidance on how to present your solution and give evidence. It gives you the steps to acquire the account, to negotiate, and to close the business. A sales process is end to end.A sales methodology is different. It’s a recipe, too, but it’s a different kind of recipe. It’s more like a recipe for icing, not a cake. A recipe for icing can bolt right onto your recipe for cake, just like a sales methodology bolts onto a sales process.A sales methodology gives you the steps for some part of a sales process. The best way to demonstrate this is with an example. Let’s use Neil Rackham’s SPIN Selling. Rackham’s methodology is a system for asking questions. It’s still pound-for-pound the best methodology for asking questions in sales. But it isn’t a sales process. It can be used within any sales process.My friend Jill Konrath wrote a tremendous book called SNAP Selling. It doesn’t really matter what sales process you use, Jill’s methodology is about getting in, being relevant, being invaluable, and aligning what you do with your client’s priorities. You can read her book and get help with these sales challenges regardless of your company’s sales process.Too Much Icing, Too Little CakeIt’s possible to eat only icing. But it’s really not supposed to be eaten alone. It’s not a substitute for the cake. It’s supposed to help make the cake better.It’s important not to confuse sales processes and methodologies. You need a sales process. You can enhance them by adding some methodologies. But you can’t substitute a methodology for a sales process; it leaves too much out.QuestionsDo you have a sale process, or do you really use only a methodology?What are the benefits of having an end-to-end process to guide you from target to close?If you subscribe to some methodology, what parts of the common sales process does it cover? What parts is your methodology missing?If you have a sales process, what methodologies have you bolted on to give you a philosophy or a system for some parts of that process? Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more


Tag: 爱上海同城对对碰 地址

first_imgMaharashtra Leader of Opposition Radhakrishna Vikhe-Patil will meet the Karnataka Home Minister G. Parameshwara in Bengaluru on Friday and seek his cooperation in raising the demand to ban right wing Sanatan Sanstha, whose name has surfaced in the murder cases of rationalists and journalist in Maharashtra and Karnataka. “I will be meeting the Home Minister with a request to exchange more information regarding Sanatan Sanstha and other right wing outfits. Karnataka investigative agencies have done a remarkable job in tracking down the killers of Gauri Lankesh and have helped Maharashtra police as well. We will explore possibilities of pushing the demand of ban on this organisation,” said Mr Vikhe-Patil. Based on information received from the arrested accused in journalist Gauri Lankesh murder case, Maharashtra Anti-Terrorism Squad (ATS) arrested one Vaibhav Raut of Hindu Goraksha Samiti from Nallasopara and two others. These arrests led to Sachin Andure, the alleged shooter in the 2013 murder of rationalist Dr. Narendra Dabholkar in Pune. In wake of these arrests, Maharashtra’s Minister for State (Home) said a proposal to ban Sanatan Sanstha has been sent to the union government. Mr. Vikhe-Patil has already demanded inquiry into Sanatan Sanstha founder Jayant Athawale as the organisation’s name has been mentioned by investigative agencies.last_img read more