The Difference Between a Sales Process and a Methodology

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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


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first_imgThree children, aged 2-10 years, were killed when a live bomb they thought was a toy went off accidentally near an Army firing range in Arunachal Pradesh’s Anjaw district, an official said on Sunday. The incident occurred at Chirang village under Hayuliang circle on Saturday evening. The children, including two girls, were playing with the live explosive device, which was collected by their parents from the nearby firing range and kept at their house. They died on the spot, said Deputy Commissioner (DC) D Riba. The victims have been identified as Anisha Krong (10), a student of Class V, Yuman Krong (2) and Riya Krong (8), said Khupa police station incharge Hage Loder. Chief Minister Pema Khandu expressed shock and grief over the incident. He also announced an ex-gratia of ₹ 4 lakh each to the next of kin of the victims from the Chief Minister’s Relief Fund. Mr. Khandu cautioned the villagers to avoid going near danger zones like the firing ranges. He requested the Army to issue an advisory or put up signboards, saying ‘Danger Zone’ or ‘Restricted Area’, to avert trespassing.last_img read more


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first_imgPalghar district has seen thousands of small earthquakes since November 2018, but Friday’s quake measuring 4.3 on the moment magnitude (Mw) scale was the first time the magnitude crossed 4 here. Scientists, however, are divided on the primary cause of this phenomenon. Some believe it is related to groundwater levels, and others attribute it to tectonic activity. If high groundwater is the cause, the quakes may remain small. This phenomenon, called hydroseismicity, is common across the Deccan plateau. However, another hypothesis is that intra-plate tectonic forces could be generating stresses along faults in Palghar. Such a mechanism is believed to be behind the 1993 Latur earthquake. If intra-plate activity is the cause, Palghar could see larger, more destructive quakes.Till a while ago, seismologists believed the driver behind the Palghar activity was hydroseismicity. In this phenomenon, rainwater enters the faults in the earth’s crust. This increases pressure, which is released through small earthquakes. In 2017, after heavy rains, such a phenomenon occurred in Hyderabad’s Borabanda suburb. “It continued for a month and a half and stopped,” said D. Srinagesh, chief scientist at the National Geophysical Research Institute in Hyderabad. Such earthquakes typically measure less than 4 Mw and subside by December. They are also very shallow, typically emerging from within 4-5 km underground. In contrast, the Palghar quakes have continued into February, indicating that tectonic activity is at play, says Dr. Srinagesh. Also, a few of the temblors originated from 15 km underground, deeper than most hydroseismic quakes. With magnitude crossing 4 Mw this month for the first time, “all we can say is that disaster mitigation procedures should be set into motion,” he said.However, Vineet Gahalaut, Director of the National Centre for Seismology, New Delhi, said hydroseismicity couldn’t be ruled out yet. The Mw 4.3 quake was not necessarily significant, he said, because previously, quakes measuring Mw 3.7 had occurred. This small increment in magnitude was consistent with the ‘swarm’ pattern of hydroseismicity, he said. Further, according to him, the quakes were clustered within a small area, again a feature of hydroseismicity. Yet, he cautioned that it was impossible to discount tectonic activity as a cause.Previously, scientists had estimated that Palghar could see a “maximum credible earthquake” measuring Mw 6.5. The MCE is the largest quake that can occur in a region. All of Palghar’s buildings must be prepared for this, seismologists say, though the timing cannot be predicted.last_img read more


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first_imgLATEST STORIES “It’s like my world was turned upside down,” Abueva said in Filipino.Abueva was initially dropped from consideration by national team coach Chot Reyes after missing the first three team practices to start the year.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutDealing with personal matters that also affected his performance in Alaska, Abueva vowed to make up for his shortcomings and has since appeared in every practice in preparation for Gilas Pilipinas’ campaign in the second window of the 2019 Fiba World Cup Asian qualifiers.READ: Gilas facing same old problems ahead of Australia clash Brace for potentially devastating typhoon approaching PH – NDRRMC Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH View comments Calvin Abueva. Tristan Tamayo/INQUIRER.netSecond chances don’t come too often.And that’s the reason why Calvin Abueva is just in cloud nine after being named as a part of the 14-man Gilas Pilipinas pool against Australia on February 22.ADVERTISEMENT 2 ‘newbie’ drug pushers fall in Lucena sting Abueva’s hard work was greatly appreciated by Reyes making it no surprise that he got himself back into consideration and a chance to make it to the final lineup for the duel against the Boomers at Margaret Court Arena in Melbourne.“I’m just glad that I’m given this opportunity again. I accepted coach Chot’s decision before, but with this, I’m really happy,” he said. “I promise that whatever I’m showing in my game, they can expect the same, or even more.”With him back in the pool, Abueva’s only concern is whether he’d get the go-signal to switch his jersey number from 8 to his 88.“I hope they allow me to change it,” he said.ADVERTISEMENT Read Next John Lloyd Cruz a dashing guest at Vhong Navarro’s weddingcenter_img MOST READ Team LeBron tops Team Stephen in thrilling All-Star Game Slow and steady hope for near-extinct Bangladesh tortoises Typhoon Kammuri accelerates, gains strength en route to PH Don’t miss out on the latest news and information. Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City AFP official booed out of forum NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencerslast_img read more