I was talking with a prospect a few weeks ago about his (lack of) sales process. He took exception with my comment, saying that they did have a process and that it was defined by their pipeline stages. Those stages won’t shock anyone who has been in sales anytime in the last three decades. Here’s how it was set up: Initial Contact Made Qualification Demonstration Proposal Negotiation Closed/Won Closed/Lost While those are certainly steps in the sales journey, they don’t meet Imagine’s...
