Selling skills will help you close deals. A selling process will help you consistently do it.
A lot has been said about the advantage of skills over process, but a sales professional will never succeed wielding only one.
It’s easy to see why. While sweet-talking your way into people’s wallets might have worked in the past, the selling landscape has shifted so dramatically that skills such as personal charm and pitching prowess make up only a small section of today’s road map to sales success. (more…)