by Marissa Wright | Jun 29, 2026 | Articles, Integrating Sales Processes and Customer Lifecycles, Process, Sales
Exit criteria are the foundation of forecast quality Forecast quality is the operational heart of the whole model. Every stage ends in an Exit Criteria rendered in a CRM system as a milestone: Green for “pass-GO” Yellow for caution Red for a full-stop...
by Marissa Wright | Jun 29, 2026 | Articles, Integrating Sales Processes and Customer Lifecycles, Process, Sales
Enterprise technology is never sold by a lone seller, and the model makes the supporting cast explicit. Four cross-functional teams run underneath the Sales lane, each engaging where they create the most leverage. Field Engineering owns technical credibility through...
by Marissa Wright | Jun 29, 2026 | Articles, Integrating Sales Processes and Customer Lifecycles, Process, Sales
Most sales organizations adopt a single named methodology and treat it as gospel. I’ve come to believe that each of the popular four is individually incomplete, and that their real power is in combination. AISDALS/L gives them a shared backbone to combine on....
by Marissa Wright | Jun 29, 2026 | Articles, Integrating Sales Processes and Customer Lifecycles, Process, Sales
The strength of a lifecycle model is only realized when it is operationalized. Each stage carries a defined set of salesperson Actions, Decision Points, and Exit Criteria. The diagram below lays out that mapping in full. Signals Before a single seller is engaged,...
by Marissa Wright | Jun 29, 2026 | Articles, Integrating Sales Processes and Customer Lifecycles, Process, Sales
For more than a century, the marketing funnel has been a hand-me-down. AIDA: Attention, Interest, Desire, Action was sketched by E. St. Elmo Lewis in the 1890s to describe how an advertisement moves a stranger toward a purchase. Almost everything that followed is a...
