016: Nicole Hutzul | Why You Need a Clearly Defined Sales Process - a podcast by Jim Brown

from 2016-12-20T12:30

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Full Notes

Have a Process - This one should have been obvious from the episode title, but here’s the thing — if you don’t have a process, you have to adapt to your buyers process and they don’t know how to buy. As you define the individual steps in your process and what the exit criteria is for each, it becomes much easier to qualify, plan, and close opportunities.
Ask for Referrals - You’ll never get anything in life you don’t ask for, and referrals are no exception. Make it a habit… actually, make it part of your process to ask everyone you come in contact with for one referral. If you’re able to describe to them the problems you solve, see if they know one person that might be having the same problem and could benefit from your solution.
Act Like an Entrepreneur - It’s easy to play Tuesday Morning Quarterback, but until you really start to understand all the mechanics of RUNNING a business, you’ll never grasp why certain decision are made or not made. Until then, being resourceful and knowing which corners to cut or which risks to take can have a big impact on your career.

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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