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Learn / Wiki / Sales

Sales process

The stages a deal passes through, each a claim about the buyer.

A sales process is not a script for the seller. It is a claim about the buyer: each stage says the buyer has reached this point. If the claim is false, every number built on it is false too. A sales methodology (how to behave in a deal) is different from the process (where the deal really is).

Name stages after something the buyer did, not something the seller did. "Proposal sent" is a seller activity. Once sent, the deal sits there whatever the buyer does, and fills with hope.

Back to the sales course

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Learn it in the course, copy it from a playbook, see it work in a case study.

Learn Short quiz lessons in marketing and sales, in three levels, with points and a streak.
Look up A wiki of short entries on the ideas behind the lessons, for when you want more depth.
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Hi, I’m Aditya.

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