On LinkedIn, I did a post on the sales leadership page asking,

how many of you have a written sales process?

And it was less than half said they did, and I think they were lying.

I think they consider it what they have in the CRM as far as stages of a sale

or a checklist like MedPick. That's not a sales process.

That's the ingredients of a sales process. When I say sales process, I mean, do you have a written visual way of

presenting where you are and where you're going and what has to be done.

Okay.

Checklists give you the ingredients of a sales process.

Doesn't tell you where you are and what you have to do other than the artifacts.

And a lot of people say, well, we've got to have a mutual action plan.

Well, guess what?

The other person is not responsible for buying your product.

You're responsible for selling it.

They're responsible for solving problems, getting their job done.

So assigning them work may ruin your deal. And when I've tried that

after I took that training and it backfired every time. And I pretty much got rid of it and just

guide it my client. Leading is kind of, you are leading. Somebody's leading the deal.

Either you're leading it or the customer's leading it. And the customer doesn't know how to get it

done. This is what I mean by a process. And this is what we're going to get into today's interview.

And I sum it up with this one question. Do you have a treasure map,

or are you on a treasure hunt? Here's the difference. We've all seen the movies. Nicholas Cage goes from

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