Most sales processes are built around internal stages and seller intuition. But when you anchor your process to how buying decisions actually happen, your team can move with confidence, forecast with clarity, and close more deals.
Most sales processes are designed from the inside out—built to please leadership and “standardize” selling behavior. But your buyers don’t follow your sales stages. They loop in late stakeholders, shift priorities mid-deal, and make pivotal decisions outside your playbook.
Without a consistent, buyer-aligned approach, deals drift, handoffs falter, forecasts lose meaning, and the buyer experience suffers.
Your buyers don’t move in straight lines, and your process shouldn’t either. Based on decades of Decision Science research, our sales process framework aligns your teams to the actual psychology of buying.
This isn’t about moving from stage two to stage three.
Build a process that guides your team to lead high-impact conversations, influence decisions, and win more deals.
“We have sort of a mantra. Anybody has a question, somebody always turns up to say, ‘It’s in the playbook.’ We have t-shirts that say, ‘It’s in the playbook.’ It’s become part of the fabric of the team.”
Melanee Cira
Managing Director, Growth Operations
HSA Bank
A: Sellers help build this one. It’s based on real deals and buying behaviors, not hypothetical stages. And it lives where they work—inside your CRM, with tools they already use in active opportunities.
A: We involve them from day onethrough discovery interviews, working sessions, and a live launch designed for leadership buy-in. Plus, managers get coaching tools, meeting guides, and adoption metrics to keep things on track.
A: Yes. You’ll get usage data, coaching reports, and performance metrics tied to key business outcomes like win rate, deal velocity, and pipeline coverage, so you can connect the dots between process adoption and revenue impact.
A: Launch is just the beginning. We run reinforcement sprints with practical challenges, manager toolkits, and embedded coaching—all designed to build habits and change behaviors.
A: Not at all. You can build shared structure where you need it while giving teams room to flex based on their segment, region, or selling motion.
Sales process is just one part of your team’s performance puzzle. Explore additional areas designed to enable every commercial conversation.
Train your front-line leaders to drive consistent execution across every region and role.
Equip your teams to deliver sales messages that prove your value and drive buying decisions.
Let’s match the right training and enablement to your team’s goals.
