The sequence of steps
Building the machine involves the following steps:
- Identify your buyers
- Diagram their buying processes
- Add to this diagram the steps you will take to address their buying process
- Diagram the Actions you will take to move prospects through the process
- Examine the linkages between Actions to make sure the next steps are obvious
- Define the qualification criteria
- Examine the customer motivations for each Action
- Define the organizational resources responsible for each step
- Define the technology/software that you will use to automate the process
Wow, just, wow. This is one of those resources that makes you really appreciate how much free (as in beer) information there is out there. Includes a number of flow charts about how to approach the sales efforts in detail.
