Empower your business with sales lifecycle management in Affidavits

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hey enablers Mike Kunkel here you know I'm watching a conversation happen right now about sales process and sales methodology in the community and it's fascinating to me how these two things are conflated and how much confusion there really is about the difference so process whether it's sales process or a buyer's Journey or buying process is a series of stages that something moves through progressively so a sales moves through stages on the way to a purchase decision those stages have stage names typically and they have objectives of what has to be completed in that stage there are tasks that need to be performed at that stage and then exit criteria which is the term meaning of those tasks what absolutely needs to be completed in that stage to be able to move forward to the next now if you think about it the buyer's Journey has various stages and eventually perhaps a buying process right because on the buyer's side it's really the larger customer life cycle and not everything the customer is doing is in a buying process or buyer's Journey but they still go through stages like strategic planning and tactical execution they run across problems they look for solutions to those problems and they might start to look outside to explore and enter a buying process when they go through that buying process they're going through stages again with objectives tasks and exit criteria if we're smart we align our sales process to their buying process or buying Journey or the larger customer life cycle in our sales process also has stages stage names objectives tasks and exit criteria now here's how methodology fits in the methodology are the buyer-facing tasks of the sales process these are the Frameworks models skills steps behaviors and competencies the things the Reps actually do in that stage to meet the exit criteria for the buyers to meet their own exit criteria to wrap up that stage and gain agreement to move to the next and so that methodology are all of those Frameworks and models and skills it's how the reps are selling and including the things they do behind the scenes like research or Preparation in sales call planning then of course they're actively engaged in a meeting where they do sales meeting management but after that they do some things like summaries and send out recordings or follow-up notes and action plans about who said they would be doing what or summaries of the meeting about what was discussed what was decided what are the open issues and who's going to be doing what before the next meeting which hopefully was scheduled at the end of the last one the methodology is how you're selling in the process or the stages and the flow that you're moving through hopefully that helps