In every business, the sales process matters. Commercial organizations of every stripe need such a process as a means of finding and securing new business, and in each case the context is the same but also subtly different.
How can the sales process work for industrial gas distributors? And how and why do companies in the space sometimes go wrong? That was the focus of a recent talk by Abydee Moore, President and CEO of Butler Gas, which is a western Pennsylvania manufacturer and distributor of compressed cylinder gases, cryogenic liquids, dry ice, and welding gases.
First of all, the framing question: what is a sales process? There are normally half a dozen steps involved, starting with targeting and discovery and the initial approach, followed by some qualifying work and collaboration and engagement with the would-be customer and – with luck – ending with onboarding and an order.
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