DEFINE

SELLING

PROBLEMS

Lead By Hypothesis:

“What are our selling problems?”

DATA & SALES

INTELLIGENCE

Test Hypothesis:• Joint Sales Appointments – Sales Audit

• Gather Insights From Prospects &

Customers - Sales Autopsy

CAUSE ANALYSIS

Analyse The Evidence:

“Why selling problems exists?”

“How are we going to solve it?”

GENERATE &

IMPLEMENT

SOLUTIONS

EVALUATE

IMPACT OF

SOLUTIONS

STANDARDIZATION

LEARNING

“Did the solution

achieve its purpose?”

“Can we use the same solution

across the organization?”

“What did we learn

from this experience?”

BY: Kumar Guru - Isiddhi