Sales Process Insights and Research
The collection of articles from 2024 to 2026 offers expert insights on building durable revenue systems by focusing on customer success, value-based competition, raising sales standards, adaptive and standardized sales processes aligned with buyer behavior, and practical methodologies that emphasize meaningful buyer interactions and real-world seller performance over traditional, outdated sales diagrams.
Durable Revenue Systems: Value, Standards, Patterns
Four leaders share how to build durable revenue: Turn customer success into a growth engine, compete on value when price dominates, raise sales standards, and read patterns early.
- Author: Abby Kerr
- Date: June 9, 2026
Acronyms and Activities Don’t Close Deals: New Sales Methodology Research Reveals What Does
See what a real sales methodology looks like. Discover the GTM-aligned activities, skills, and behaviors proven to drive seller performance.
- Author: dev@graybox.co
- Date: December 16, 2025
Build Your Sphere of Influence
Learn how to plan consistent, meaningful interactions with buyers to strengthen your accounts.
- Author: Roberto Parra
- Date: March 4, 2025
The Adaptive Sales Process
Discover how to create a sales process that adapts to how your buyers are making decisions.
- Author: Roberto Parra
- Date: February 13, 2025
The Sales Process Reality Gap: When Pretty Diagrams Meet Messy Buyers
The problem isn’t a lack of process—it’s that traditional sales processes were built for a world that no longer exists.
- Author: Anton Rius
- Date: December 10, 2024
Aligning Sellers to a Standardized Sales Process
Discover how to improve seller execution at key stages in the sales process.
- Author: Roberto Parra
- Date: November 1, 2024