Tag Archives: sales process

Winning as an underdog

Yesterday, I had the pleasure of hearing Malcolm Gladwell speak for the first time. He told the story of a man named Vivek. Vivek was born and raised in Mumbai, but he was living in Silicon Valley with his family. His 12 year old daughter decided that she wanted to join a basketball team. Wanting […]

Bryan Flanagan

What’s your process?

Do your sales teams have a process?  Bryan Flanagan, founder of the Flanagan Training Group, tells us that the way to empower your sales is through a client centered approach called “The Sales P.R.O.C.E.S.S.” P – Prospect, Plan, Prepare R – Relate and Build Trust O – Open a Dialogue C – Confirm Client’s Needs […]