“Engineering Your Sales Process” at the LeanStartup Conference next week

By Scott Sambucci | December 1, 2012

Who: Sean Murphy, SKMurphy, Inc. | Scott Sambucci, SalesQualia

What: “Engineering Your Sales Process” Workshop

Where: Lean Startup Conference 2012

When: 2:00pm, December 4 in San Francisco)

Why:

This interactive workshop will help you learn from these problems by using conscious planning and experimentation. All companies, even those that take a lean approach, face these problems in B2B sales:

• You can’t get potential customers to call back
• The customers won’t make a decision
• The customers are in ever-ending beta, yet they won’t buy
• Your deals stall

Traditional sales training stresses “every no moves you closer to a yes.” Our approach to engineering your sales process says instead, “What looks like noise is often actually data.” Designing and debugging a repeatable sales process is key to a sustainable business, and we’ll address how to diagnose common problems to determine likely root causes.

You will leave with a scientific approach to understanding your customers’ needs and their buying process so that you can scale your business in harmony with it.