What problem is the customer looking to solve?

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Step 5: Continuously refine with the help of data.
As you look to build a repeatable sales process, understanding what your target customers look like and how they behave on your site and in your product is imperative. If your users are mainly small or medium-sized technology companies, marketing to hospitals is probably not a good use of your time.

Understand what your sales cycle/funnel looks like, where the pinch points are, and relentlessly focus on improving one part at a time. Measure enough things to make educated business decisions about how to refine your sales approach, but don’t go nuts and start defining metrics you have no intention of acting on.


Remember, only your mother cares about how smart you are…everyone else cares about results!

Bonus Tip: Make it as easy as possible for your customers to give you money.
Sounds silly, but making the payment process as simple and frictionless as possible is key. Provide opportunities to easily upgrade and pay at key points. Eliminate errors and inconsistencies in your checkout process. Employ a simple billing approach. And the best advice—provide amazing and personal “Four Seasons” customer service!As a sales leader, my reps would often ask me to weigh in on their deal strategies.

“The customer is interested in our solution and I’m trying to figure out how best to position our value.


”

“I’m putting together a presentation for their namibia telegram data executive team and want to make sure it’s high-impact.”

“The customer came back and said they’re looking at a competitive product that’s much cheaper than ours.”

For me, these strategic discussions were always one of the most fun parts of the job…but having had thousands of these conversations over the years, I found that 90% of the time the first question out of my mouth back to the rep was exactly the same: