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The 6 Phases of the Buying and Selling Process [PDF]

When organizations have a "World-Class" sales process (the top tier of our 5-level sales process maturity level scale), the win rate from proposal averages 57%. When the sales process is merely "Defined," the win rate averages just 44%.

Getting your sales process right, and knowing it inside and out, is essential if you want to bring in wins consistently. 80% of Elite Performers (the top 7% of respondents to our research study) have sellers who are deeply knowledgeable about their company's sales best practices. Only 34% of The Rest do. To facilitate the sale successfully, you also need to understand the buying process and how it works.

Read: What Defines Elite Performers, Top Performers, and The Rest

See the graphic below for a 6-phase framework connecting the selling process with the buying process.


Additional Reading
[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?

By: Mary Flaherty and Mike Schultz

If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

Making the Business Case for Sales Training: New Research on Supporting Top Performance

Executives are always on a mission to prove Kirkpatrick Level 4 measurement of training: Results. Specifically, they want to know to what degree targeted outcomes occur as a result of the training event and subsequent reinforcement.

There is relatively little data on how sales training correlates to business performance and results.

That is, until now.

Infographic: 5 Sales Skills to Differentiate Your Team

In our recent Top-Performing Sales Organization study, we were particularly interested in the sales skills that stood out when sellers not only met their goals, but also believed their goals were challenging.