ABSTRACT
Creating an Agile organization is the key to overcoming the cultural and process barriers. There are four areas the author would like to introduce to help a sales organization limit the pain of change and amplify the motivation for a customer to move forward with them: simplify the purchase, motivate the purchase, lead the journey to purchase, and close with abundance. These elements will help a customer move into and through purchasing with value and delight. This will ultimately assist the sales organization in achieving greater success and growth. They can be challenging areas to improve. An internal customer is a person or team within an organization who is the next step in the process of delivering value to an external customer. Considering a sales process, our internal customers are typically the finance, accounts receivable, project delivery, manufacturing, and supply chain teams.
