Anyone involved in sales, marketing or demand generation should make it a point to get involved in buying processes from time-to-time to see how others manage the sales process. I’m lucky enough to see multiple processes on a regular basis. Between the prospects I’m discussing services with, working with our existing clients and in my role as CEO of Imagine (on the buying side) I easily participate in many processes every month. There’s one thing that about 90% of them have in common with each...
