Understanding Business Processes: Ideal Milk Bucket Company
Learn Applications and Business Processes
Step 4. The “Ideal Milk Bucket Company”
The Ideal Milk Bucket Company is a fictitious company that was created so in a classroom environment we can pin a sales rep to every conceivable business process that they must know and master and how to apply and sell their solution. The sales team must understand business processes and corporate workflows associated with their product and services. They must know how to interpret benefit and convert their offering into a tangible ROI. Without these skills they cannot conduct a trustworthy and professional conversation with a prospect. They will not be able to formulate the right questions let alone understand the answers and they’ll rarely be able to overcome objections. In short, for them to become an expert, they must know how the business really functions and operates and where their solution fits.
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