sales process

“It's a function, the complexity, you can get more complex the deeper your sales process is, less complex, you know, the more touchless your sales process is.”

“Yeah, you do want a sales process, but not super early on, not with your first, second, or third rep. Maybe by the time you get to your second or third, you start to figure out what your first process is. And even then I call it a process hypothesis because it…”

“So what I think the key piece is bringing on that closer first. You need to bring in the closer who knows how to do it without the process being built.”

“And as product differentiation gets increasingly blurred, and competitive pricing kind of almost rules you out of the market, the one reason that you'll win more deals is your sales process.”