This document provides guidance on designing an effective guided sales process. It discusses what a guided sales process is, why companies need one, and outlines a 5-step process for creating one: 1) Define your sales process, 2) Perform persona analysis, 3) Conduct competitive analysis, 4) Prepare a content inventory, and 5) Monitor, measure, coach and change the process over time. The goal is to provide salespeople with clear guidance on what to say, when to say it, and how to say it at each stage of the buyer's journey.
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