Pricing, contests, relationships… for years sales, departments could get away with relying on those elements to meet numbers.

But in today’s super-competitive environment you have to use a more scientific approach, says Michael Darrish. Michael’s background as an IT developer made him receptive to instilling logic in sales.

And these days, as a process improvement consultant, it guides his work with clients as he helps them understand why using a sales process is more profitable than personality or instinct.

We dive into…

• Why process improvement needs this element – or it’ll never work
• Using the scientific method to refine best practices
• The danger in customer relationships
• How to follow the why, why, why trail
• And more