The Value of Sales Opportunity Stages in a Nonlinear Process
Iannarino
OCTOBER 25, 2022
Once, questioning the sales process would have been the equivalent of suggesting the Earth was flat. Sales leaders believed every salesperson could win the deals they needed by following a linear process. This process comprised a set of best practices divided into sales opportunity stages. Sales leaders hoped and prayed that a consistent set of steps would reduce the variability of results and ensure they could reach their net new revenue goals.
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