When it comes to sales systems, most people usually associate them with some sort of platform, application, or CRM, from pipeline management to post-sales calls, or anything in between.
At Barrett, when we talk about a ‘sales system’, or a ‘systems-approach to selling’ we refer to something different, more holistic, more resilient.
Let’s begin with some definitions so we’re all on the same page.
A system is a collection of organised things, a whole composed of relationships among its members.
A resilient system protects its critical capabilities (and associated assets) from harm by using protective resilience techniques to passively resist adverse events and conditions or actively detect these adversities, ... read more by subscribing.