a repeatable sales process

As a serial entrepreneur, my friend David has learned a few lessons about running a company. He shares his experiences with the world of startups on his blog. In the importance of knowing your sales process, he comments,

Regardless of the type of business you have I think it's really important to understand in a reproducible way how to sell your product or service.

Before you hire the first sales person, someone with both product and sales savvy should define a repeatable sales process--or at least a straw man of one. Much of typical sales methodologies is really product management methodology: define the personas, identify their problems, and craft a clear message (ie, positioning) to help them choose your solution. Follow a process to move someone from a prospect to a satisfied client. Write the process down and that's the basis of your internal product training.

If you've ever attended sales methodology training, you know that the best sales people take this repeatable approach to selling.

Steve Johnson

Steve Johnson

Steve Johnson was a founding instructor at Pragmatic Institute, a role he held for more than 15 years before he left to start Under10 Playbook. In his return to Pragmatic Institute, Steve supports the complete learning path for product teams, ensuring they are fully armed for success. 

Over the course of his career, Steve has helped thousands of companies and tens of thousands of product professionals implement product management processes. He has worked in the high-tech arena since 1981, rising through the ranks from product manager to chief marketing officer. Steve has experience in technical, sales and marketing management positions at companies that specialize in both hardware and software. In addition, he is an author, speaker and advisor on product strategy and product management.

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