The Importance of a Structured Sales Process – Ep 17

Grow Business Podcast Episode 17

Show Notes:

In this episode of Grow Business Podcast, host Cory Mosley and Lon Graham delve into the intricacies of the sales process.

They discuss the necessity of having a structured yet adaptable approach to sales, emphasizing the importance of fundamentals, critical thinking, and responsiveness to customer needs.

Cory and Lon also explore the role of practicality and the need to understand the customer’s language and value proposition.

The conversation highlights the value of incorporating customer feedback, practicing sales techniques, and staying attuned to market conditions. Technology integration, competitive analysis, and conversion metrics are identified as key elements for businesses to focus on for successful sales strategies.

Time Stamps:

  • Sales Process and Modernization (00:00:00)
  • The Importance of a Structured Sales Process (00:01:54)
  • Understanding Customer Needs (00:05:53)
  • Balancing Customer Needs and Sales Process (00:11:39)
  • Training Lacks Critical Thinking (00:16:49)
  • Understanding the Target Audience (00:20:15)
  • Articulating the Value Proposition (00:28:16)
  • Sales Funnel Analysis (00:30:45)
  • Seeking Customer Feedback (00:34:11)
  • Google Reviews (00:34:13)
  • Seeking Customer Feedback (00:35:21)
  • Crowdsourcing Opinions (00:37:57)
  • Sales Team Assessment (00:39:24)
  • Pricing Strategy (00:41:09)
  • Technology Integration (00:47:30)
  • Competitive Analysis (00:49:30)
  • Adaptability in Sales Process (00:51:13)
  • The foundation of practice (00:52:26)
  • Understanding ROI (00:53:37)
  • Cost analysis in business (00:54:42)
  • Emotional-based business decisions (00:56:43)
  • Investments and decision-making (00:57:41)
  • Target audience and investment (00:58:42)
  • Episode conclusion and call to action (01:00:37)

Bullet Points:

  • Importance of having a structured set of fundamentals in the sales process
  • Adapting to specific needs and cues of potential customers
  • Drawing parallels to sports and the value of critical thinking in sales
  • Understanding and responding to customer needs within the sales process
  • Importance of critical thinking in sales training
  • Adapting to the specific needs and preferences of the target audience
  • Seeking and incorporating customer feedback to improve the sales process
  • Importance of adaptability in the sales process
  • Practicing the fundamentals to build a strong foundation for adaptability
  • Leveraging technology effectively, competitive analysis, and conversion metrics in the sales process


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