25 min listen
Podcast: The Sales Process is Non-Linear – Episode #113
FromIn the Arena
ratings:
Length:
12 minutes
Released:
Jun 21, 2018
Format:
Podcast episode
Description
On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days after I published my second book, The Lost Art of Closing. Success in large, complex, strategic sales now requires that you adapt your approach to the non-linear nature of the process of change by working to gain the commitments necessary to move your client from their current state to the better future state they need.
Released:
Jun 21, 2018
Format:
Podcast episode
Titles in the series (100)
Tilting Downstream: Differentiating Your Sales Approach With Customer Risk In Mind with Niraj Dawar – Episode 42: Sales is the act of helping people solve problems. It only makes sense that the best salespeople are the ones who are able to best solve the problems their customers have. But how exactly do you determining if you or your competitors is doing the “best... by In the Arena