I was talking with a prospect a few weeks ago about his (lack of) sales process. He took exception with my comment, saying that they did have a process and that it was defined by their pipeline stages.
Those stages won’t shock anyone who has been in sales anytime in the last three decades. Here’s how it was set up:
- Initial Contact Made
While those are certainly steps in the sales journey, they don’t meet Imagine’s definition of a sales process or sales methodology. As I explained that to my prospect, he asked a very insightful question, the answer to which I share here. His question: “Why Not?”