Jul 27, 2023
Join us as Paul Fuller, CRO at Membrain, unravels the differences between a sales methodology and a sales process.
Discover how sales methodology is all about the collection of skills and conversations necessary to engage the customer and move them forward, while the process is about the order of steps that leads the customer to the best outcome.
Get a glimpse into Membrain, a unique CRM that lets you craft your tools around your sales methodology.
In our engaging conversation, we also explore the importance of balancing automation and effectiveness in the sales process.
Paul shares his insights on the value of weekly sales reports for self-reflection and improvement, and how adherence to a well-established process can foster impactful creative work.
Listen in for some top-notch sales tips, from creating pauses in your sales process to the use of scorecards and the value of preparation.
Don't miss this opportunity to elevate your sales game
EPISODE CHAPTERS ---------
(0:00:00) - Exploring Sales Methodology and Process
(0:14:36) - The Balance Between Automation and Effectiveness
(0:29:31) - Best Sales Tips
CHAPTERS SUMMARIES ---------
(0:00:00) - Exploring Sales Methodology and Process (15 Minutes)
Paul explains the difference between a sales methodology and a sales process.
A sales methodology is the collection of skills and conversations required to engage the customer and help them move forward, while a process is the order of steps needed to help the customer get the best outcome.
We also discuss Membrain, a CRM that enables users to craft their tools around a sales methodology.
(0:14:36) - The Balance Between Automation and Effectiveness (15 Minutes)
Paul shares his experience with the weekly sales report and how it can help provide self-reflection and an opportunity to improve.
We explore the importance of process and methodology when it comes to sales, and how it can help drive repeatable success.
We learn about the importance of not just having our own way and how submitting to an established process can help build impactful creative work.
We also discuss how those who learn the process and methodology and then innovate on it are the ones that make the most impact.
(0:29:31) - Best Sales Tips (6 Minutes)
We discuss how to create pauses in a sales process, from taking the time to write out a value statement, to using scorecards to qualify and disqualify prospects, to having pre-call planning meetings, to challenging yourself to be the best.
We also share how to be thoughtful in your process, from being transparent about methodologies to being prepared for customer enquiries.
Follow Paul
https://www.linkedin.com/in/psfuller/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube