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One of the biggest mistakes businesses make, from startup to established brand, is misunderstanding the sales development sequence. Skipping over an important stage can result in more than just lost time, it can result in poor understanding of demand, inaccurate customer acquisition costs, and even premature hires.

In this episode, host Tom Ryan explores the first stage in the sales professionalization process: Customers and demand. As always, Tom is joined in the discussion by co-host Jason Pyles.

• Intro and sales core business competency podcast recap

• “If you know how to sell well, you will always eat well”

• From “winging it” to a professionalized sales process

• The first steps for developing your sales process

• “Who?” Learning who your customers, and what they’re looking for
• “Why?” Exploring the reasons behind existing customer demand
• “Where?” Finding and connecting with new customers

• Understanding the costs of making a sale, and the problems of jumping ahead

• The importance of finding the right sequence

• Sign off, thanks and next episode preview

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