Match your sales process to the buyer's actions

06/3/2013 | Sales Benchmark Index

Salespeople will look for ways to work around a sales process that doesn't help them close deals, writes John Kearney. The key to solving this problem is to tailor your process to fit the way customers make purchasing decisions, Kearney writes. The modern sales process should be "a tool that helps you identify key buyer actions," he writes. "It allows your reps to change their approach depending on the buying stage."

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