Why Sales Process and Methodology are Still Needed | Deep-Dive

<p>Written by&nbsp;<a href="https://www.linkedin.com/in/mikekunkle/" rel="noopener noreferrer" target="_blank">Mike Kunkle</a>, read by&nbsp;<a href="https://www.linkedin.com/in/hfkrueger/" rel="noopener noreferrer" target="_blank">Felix Krueger</a>.&nbsp;</p><p>Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process management makes sense in modern B2B sales.</p><p>The article this episode is based on appeared first in the&nbsp;<a href="https://www.linkedin.com/pulse/building-blocks-close-up-spotlight-sales-process-mike-kunkle/?trackingId=lVom8fbpSEGrWLQ0yu5ozg%3D%3D" rel="noopener noreferrer" target="_blank">Building Blocks, Close Up! newsletter</a>.</p><p>Resources:</p><p><a href="https://www.saleshacker.com/mutual-action-plans/" rel="noopener noreferrer" target="_blank">The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)</a></p><p><a href="https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX/" rel="noopener noreferrer" target="_blank">The JOLT Effect: How High Performers Overcome Customer Indecision</a>&nbsp;by Dixon and McKenna</p><p><a href="https://distributionstrategy.com/discovery-skills-patience-the-superpowers-of-selling/" rel="noopener noreferrer" target="_blank">Discovery Skills + Patience = The Superpowers of Selling</a></p><p><a href="https://distributionstrategy.com/how-to-navigate-the-buyer-landscape/" rel="noopener noreferrer" target="_blank">How to Navigate the Buyer Landscape</a></p><p><a href="https://www.linkedin.com/pulse/building-blocks-close-up-buyer-acumen-spotlight-exit-mike-kunkle/" rel="noopener noreferrer" target="_blank">Building Blocks, Close Up! Buyer Acumen - Spotlight: Exit Criteria</a></p><p><a href="https://www.linkedin.com/pulse/building-blocks-close-up-spotlight-perso