The document discusses building a proven sales process for selling enterprise software. It recommends having a sales process to bring mass production capabilities to sales organizations, delivering higher sales volumes. An example is given of a company that doubled its pipeline value and tripled salesperson capacity within 10 months by implementing a sales process. The key elements discussed for an effective sales process are a four-tiered selling process, sales performance tools, buyer management tools, and monitoring tools. Best practices include building different processes for different sales channels and integrating the buyer's purchasing process.

1. Building A Proven Sales Process For Selling Enterprise Software

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6. Results – Sales Process leads to Sales Production Customers saw the following increase in sales volume, value and velocity

7. The science of getting your sales process adopted

8. The science of getting your sales process adopted

9. The science of getting your sales process adopted

10. The science of getting your sales process adopted

11. The science of getting your sales process adopted