Concept: Processes & Tools

Note

Processes & tools create structure and repeatability across the sales cycle. They help teams qualify, advance, and close deals more consistently.

Parents (up to 3 levels)

Core Pillars (c_core_pillars)
Sales Strategy (c_sales_strategy)

Children (has_subtopic)

Data Hygiene0000
Enablement Tools0000
Qualification0000
Sales Playbooks0000
Close Plans / Mutual Action Plans0050
Forecasting & Deal Review0050
Proposal & Pricing0052
Sales Frameworks0053
Execution Fundamentals & Discipline0060
Sales Process0065
Kundenbeziehungsmanagement (CRM)5000

Related (related_to)

Forecasting & Deal Review (c_forecasting)

Rules (has_rule)

None

Aliases

None

URLs

None

c_processes_tools

Label

Processes & Tools

Pinned

Rank

0055

Created

2025-08-20T10:49:17.301Z

Updated

2026-01-16T03:43:46.327Z

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# Processes & Tools

Processes & tools create structure and repeatability across the sales cycle. They help teams qualify, advance, and close deals more consistently.

## Data Hygiene

## Enablement Tools

## Qualification

## Sales Playbooks

## Close Plans / Mutual Action Plans

Close plans, often built jointly with the customer, define the steps needed to reach a signed deal. They increase accountability and reduce surprises late in the process.

## Forecasting & Deal Review

## Proposal & Pricing

Proposal and pricing tools streamline the creation of quotes and contracts. They ensure consistency, speed up deal cycles, and reduce errors in pricing or terms.

## Sales Frameworks

Standardized approaches (e.g., MEDDIC, SPIN) that guide discovery, qualification, and closing. They ensure reps ask the right questions and focus on real opportunities.

## Execution Fundamentals & Discipline

The 'blocking and tackling' of sales. Repeatable, often boring, but essential routines that create predictability, shorten sales cycles, and drive win rates. Without them, you’re relying on luck and heroic selling.

## Sales Process

Structured stages of the sales cycle to drive predictability and alignment. Each stage defines activities, exit criteria, MEDDIC mapping, CRM/data requirements, number of contacts, and output documents.

## Kundenbeziehungsmanagement (CRM)

Lead-Management, Kundenhistorie, Kommunikation, Servicefälle.

Concept: Processes & Tools

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