---
title: Building a Customer-Focused Sales Process for Scale
description: Who's the MVP of your GTM team?  It's not Sales or Marketing... It's the Customer. In this webcast, VP Alex Symos and Helen Baptist, COO at PathFactory break down the customer-centric process that supercharged a 50% lift in deal acceleration and a 20 point NPS improvement for PathFactory
---

[Edison Blog | Insights for Growth Stage Technology Companies ](https://www.edisonpartners.com/blog)

# [Building a Customer-Focused Sales Process for Scale](https://www.edisonpartners.com/blog/customer-focused-sales-process)

 Written by [Alex Symos](https://www.edisonpartners.com/blog/author/alex-symos) | 10/28/2020

Who's the MVP of your GTM team?  It's not Sales or Marketing... It's the Customer.

When you consider your sales process, you likely think of the dedicated stages that shepherd buyers along the journey from prospect to sale, and the corresponding GTM actions that drive them there. But as all high growth companies know, it's the distinct (and sometimes nuanced) customer behaviors that occur during the buying cycle that are the ultimate predictors of pipeline progression and true repeatability.   

 

In this webcast, VP Alex Symos and Helen Baptist, COO at [PathFactory,](http://pathfactory.com) break down the customer-centric process that supercharged a 50% lift in deal acceleration and a 20 point NPS improvement for PathFactory, including tips to:

- Assess your selling process
- Develop a customer-centric methodology
- Hone your process to achieve double-digit efficiency gains
- Use your customer to help wire your GTM for scale

 

### Watch Now

**  
Recording:** [Click here to watch the webinar recording](https://edisonpartners.zoom.us/rec/play/it0r274B7ZB0RCthEcfFa4UYf1e9kZIi-RfTrznXGCWGvz_s-x78hLSsB7SUITwLsbR8sDN3tC8Go8BA.VeZgE1Cc2kuRcypE?continueMode=true)

**Webcast Materials:  
**

- [Click here for a template of a mutual action plan that you can use as a tool to accelerate sales cycles](https://www.edisonpartners.com/hubfs/PathFactory%20Mutual%20Action%20Plan%20Template.pdf)
- [Click here for a guide to help you consider your buyer's perspective at each step of the process and buyer journey.](https://www.edisonpartners.com/hubfs/Customer-Focused%20Sales%20Process.pdf)

#### Host

 

 

 

 

[Alex Symos](https://www.edisonpartners.com/team/alex-symos), VP, Go-To-Market Center of Excellence

#### Guest Speaker

 

 

 

 

[Helen Baptist](https://www.linkedin.com/in/helen-baptist-1063633/), COO

 

 

[View full post](https://www.edisonpartners.com/blog/customer-focused-sales-process)

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