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Optimizing Existing Sales Processes
FROM BULLETPROOF SELLING:
Ensuring that existing processes are relevant and effective means not being afraid tofirst establish them, hold ourselves and our teams accountable to using them, but it also means being willing to update them on a regular basis. Our prospects’ worlds change all the time, and that means our processes have to change in order to keep up.
The specific changes we make come from our Lessons Learned program, a topic we cover in depth in Bulletproof Selling. However, actually implementing those changes into our sales process and knowing what parts of our sales process a change could apply to is the topic of this system. From Chapter 19: