Sales processes are today (with the transparent business model and joined up customers) only any good if they are focused on firstly enhancing customer experience and loyalty … and then (and ONLY then) in ‘getting a sale’
The biggest crime in sales in the age of social media is using ‘sales processes’ to ‘get a sale’: yes, you may get a ‘sale’ today, but what about the sales tomorrow, and your transparent reputation all over social media???
Sales processes that were not focused on customer loyalty and advocacy worked Ok in the world of one way communication: in today’s global local community, they are a shortcut to disaster ….
