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more on a repeatable sales process

Kristin Zhivago writes,

Before you hire someone, you'll map out your successful sales. You'll figure out the sales tools that are needed at each step in the buying process. By the time you hire a salesperson, you will be ready to provide him with everything he needs to succeed.

Read more in The 7 CEO Selling Mistakes.

I've long been an advocate for a repeatable sales process. Mapping out a repeatable sales process is perhaps one of the easiest and most effective activities for a new product manager. It's an emergency prevention activity. Do you have one for your product?

repeatable sales process

Posted by trish bertuzzi at 2008-06-11 05:02 PM
Not only do you need to document the sales process for your product but you also might want to spend some time documenting messaging for the different stakeholders you sell to. That may be different functional areas within a company that are impacted by your solution or perhaps even different verticals. Vanilla messaging no longer works in a world where our prospects are inundated with noise all day long.

We work with our clients to build Sales Playbooks that detail the entire sales process from inquiry to close. Product Managers provide a wealth of knowledge in this area. They not only have great information but they also have a passion for their product that comes across in the messaging.

As an aside, if you want to read a humorous rant by a Product Manager, feel free to check out this posting called Product Marketing and the Sales Process http://blog.bridgegroupinc.com/blog/tabid/47760/bid/5048/Product-Marketing-and-the-Sales-Process.aspx