After Closing $250M in Deals, I Found a Faster Way to Sell

Armand Farrokh and Mark Kosoglow discuss the importance of a stage-based sales process versus a meeting-based one, highlighting how focusing on buyer decisions and agreements at each stage can lead to more efficient and successful sales cycles. They detail Mark's five-stage sales process—problem agreement, priority agreement, evaluation agreement, value agreement, and commercial agreement—explaining the key questions, exit criteria, and tools for each stage. They emphasize the need to quantify business initiatives, define evaluation criteria, and demonstrate value to prospects, and they provide examples of how to condense or expand the sales cycle based on deal size and complexity, advocating for a project management approach in enterprise sales. The podcast concludes with a call to action, encouraging listeners to implement these principles and offering a sales management operating system course.