Developing, designing and deploying a successful sales process is an important part of your sales strategy. Without it, you cannot hit your revenue objectives. To help, my colleague Eric Estrella and I recently discussed 7 key questions sales leaders must ask themselves. These seven questions stand between you and the development of a sales process that holds strategic alignment with your buyer’s behavior. And with your corporate strategy.


By answering these key questions, we discuss how to use strategic alignment for consistent sales results. We identify how to determine the difference between tactics and strategy, and why this drives efficiency. We’ll explore the pieces of a successful sales methodology, before taking a deep dive into details such as the data plans you need to hit your number. We’ll discuss the differences between having multiple or singular sales process, and why it’s imperative to adopt an outward-in sales process. During the show, we’ll also explain why market research is critical to getting it right, and how to identify major interactions along the way. Finally, we’ll wrap up with a discussion around metrics. How can you ensure that your sales strategy is going according to plan?


As a sales leader, you have to deploy a process tailored to how your buyers want to buy. But it also needs to align with the rest of your organizations goals and objectives. Watch here as Dan and I discuss the seven key questions to ask along the way to make sure you get it right.


Dan Perry

Intensely focused on helping sales and marketing leaders in B2B companies make their numbers at SBI.

Dan approaches the idea of making your number from a unique perspective. Like many SBI leaders, he has walked a mile in your shoes. He comes from the industry side and has had to make his number to be successful. Perhaps this is why it’s wise to rely on SBI’s evidence-based methodologies. Though SBI is certainly an execution-based firm, Dan only implements strategies and solutions for his clients after they have been verified with before-and-after data. This leads to adoption of sales programs in the field, rather than shelf-ware.

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