The document outlines a process for lead by hypothesis to address selling problems. It involves defining selling problems, analyzing causes, generating and implementing solutions, evaluating the impact of solutions, and learning from the experience to determine if solutions can be standardized across the organization. The process is meant to test hypotheses through joint sales appointments, sales audits, and gathering customer insights to understand and solve selling problems.

1. Lead By Hypothesis:
“What did we learn
from this experience?”
“What are our selling problems?”
LEARNING
“Can we use the same solution
across the organization?”
DATA & SALES
INTELLIGENCE
STANDARDIZATION
EVALUATE
IMPACT OF
SOLUTIONS
“Did the solution
achieve its purpose?”
DEFINE
SELLING
PROBLEMS
Test Hypothesis:
• Joint Sales Appointments – Sales Audit
• Gather Insights From Prospects &
Customers - Sales Autopsy
CAUSE ANALYSIS
GENERATE &
IMPLEMENT
SOLUTIONS
Analyse The Evidence:
“Why selling problems exists?”
“How are we going to solve it?”
BY: Kumar Guru - Isiddhi