Are You Using the Same Process for Buying and Selling?

I think we're just we're so unaligned or misaligned, whatever the right word is, with our selling processes with the process the buyer goes through. And I refer to it in this book as well as it's a source of frustration that, you know, for instance, like Gartner comes out with their research about buyer enablement and yet not one single sales organization has done what they should do. Instead, we're on parallel tracks. We should issue one process for buying and selling and use the same terminology. That'd make it a lot easier if everybody's using the same terms.

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