The sales process has died. It never should have been born.
In a previous B2B sales role I was “taught” to follow a specific sales process. My manager and peers encouraged it because this was the way it was always done. As a team player, I followed what they said.
I was getting initial meetings but no follow-ups. Maybe I was making mistakes? It had to be my fault. I was doing everything on the checklist and in the right order. Then I looked closer at what was happening.
