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More Than One Process

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

  • Major account

  • National account

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.


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