The Funnelholic

Anyone in the business knows that Salesforce.com is a true post tech crash, on demand success. Aaron Ross helped build the lead generation, front-end sales process there. He has a blog I like and will likely refer to often: Build a Sales Machine

His article on “Clarity”, read: Clarity = Sales Success is certainly a theme in the funnelholic too. We discussed creating a clear, agreed upon lead definition…Aaron takes it farther talking about clear sales steps, and sales process.

Successful companies create clear, hard deliverables for every step of the sales process. That is what I have seen. example: To go from 10% to 20%, a face-to-face meeting must be set up. 20 to 30 Face-to-face completed with scoping document completed and so-on. I like how Aaron talks about the sales support process that back up the process steps.

Literally one document can support these processes.

Think out and make clear sales steps.

Write out the various sub-steps that support these steps.

Don’t advance in the sales process without a hard deliverable to support advancement.

As Aaron writes, “clarity” = success.