Sales is change management. The best salespeople follow structured processes to guide buyers through decisions, not aggressive hunting tactics. Discipline and repeatable systems beat high-energy prospecting.
Sales is fundamentally a process. It's a it's a change management process of helping people you know make a decision and evaluate alternatives, and along the way making sure that your alternative looks in its best possible light. And so the most successful salespeople are actually those that thrive in process and systems rather than those that are really out there hunting.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
