A common misconception is that companies have a single sales process. In fact, most organizations have multiple offerings, serve different vertical industries, and engage in several different types of sales. Some examples include
Add-on business with an existing client
Sale of professional services
Renewal of a maintenance agreement
Sale to a prospect
Sale involving a partner
Sale through a reseller
Given this diversity of transactions, many companies find that one size (or process) does not and cannot fit all of their selling situations. We suggest defining customer-focused steps and deliverables for your most complex sale, and then determining subsets of steps and deliverables for smaller transactions.