Written by Mike Kunkle, read by Felix Krueger.

Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process management makes sense in modern B2B sales.

The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.

Resources:

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna

Discovery Skills + Patience = The Superpowers of Selling

How to Navigate the Buyer Landscape

Building Blocks, Close Up! Buyer Acumen - Spotlight: Exit Criteria

Building Blocks, Close Up! Spotlight on Personalizing Solution Messaging

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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