Podcast Episode 7: How to Build a Real Sales Process That Scales

Steve also explains the power of sales collateral, CRM integration, and how to strategically apply force and friction to accelerate deal velocity. Whether you're selling through channel partners, inside sales, or direct field reps, this episode is packed with actionable insights to transform your sales into a repeatable revenue engine.

Episode Takeaways:

• A solid sales process starts with aligning to your revenue model. Before choosing a sales methodology, understand how you make money and what model—transactional, enterprise, or channel—fits best.
• Your sales stages should reflect the buyer’s journey, not your internal checklist. Build stages based on buyer actions like “needs identified” or “proposal received” to keep your pipeline real and forecastable.
• Sales enablement tools like collateral and playbooks are force multipliers. When reps are equipped with buyer-facing content at the right stage, it shortens sales cycles and boosts close rates.
• Inspectability is key to improving your process over time. If you can’t track performance at each stage, you can’t identify where deals stall—or where to coach for improvement. 

If you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.

• Apple Podcasts: https://podcasts.apple.com/podcast/id1798562608 
• Spotify: https://open.spotify.com/show/7oPqQgSxiCjI9hlopITT1x?si=cbbd8ed459c248eb 

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