Infinite Selling – James A Barton

In some cases, this is taken further, and that percentage is then used to create a revenue forecast, as you can multiply the order value by the stage percentage. While this can be a reasonable indicator, it has a problem. The logic is that the further up the sales process the buyer is, the more likely or committed they are to buy. This was probably true before self-service, and buyers ignored our processes and did what they wanted! How dare they!

If you take my example, I was looking for pricing; and in our selling process, pricing is given in the negotiation stage, which is typically 70 to 85% complete in most cases. In their eyes, I was pretty committed. However, I was not at all committed. I was comparing, contrasting, and gathering data, so not at all behaving as the seller planned. It was just a first step. What we need is a way to measure commitment.

The way we can do this is by assigning points to each activity. Points can be weighted, so a demo is worth more points than, say, a download, but I actually prefer to keep them the same. One point for each activity. So, in our example: Now this is the foundation for the map.

Once we have this, we can create a different view. Step 4: Build the map Building the map is a pretty simple task but it allows us to gain some great insights. It will show us: how different personas buy; which parts of our process are working and which parts are not; which activities are worth double downing on, and which could even be dropped; and how much of our process is guided by us (sales-guided), and how much is guided by the buyer (buyer-guided).

Not a bad set of insights for a simple tool. As they say, simple doesn’t need to mean simplistic. Building it is really as simple as creating a grid. On the x-axis should be the sales stages, just like Table 4. Table 4 Sales stages Prospecting Preparation Approach Presentation Handing objections Negotiation Close Now, for the fun bit: defining the stops and creating routes!

To do this, we take the activities we defined for each step and map them out according to their stage and where they might fall, creating a very simple grid of the activities by stage.

First published in Great Britain by Practical Inspiration Publishing, 2026 © James A. Barton and Matt Webb, 2026 The moral rights of the author have been asserted. ISBN 9781788609265 (paperback) 9781788609258 (hardback) 9781788609272 (ebook) All rights reserved. This book, or any portion thereof, may not be reproduced without the express written permission of the publisher. Every effort has been made to trace copyright holders and to obtain their permission for the use of copyright material. The publisher apologizes for any errors or omissions and would be grateful if notified of any corrections that should be incorporated in future reprints or editions of this book.

EU GPSR representative: LOGOS EUROPE, 9 rue Nicolas Poussin, LA ROCHELLE 17000, France [email protected] Want to bulk-buy copies of this book for your team and colleagues? We can customize the content and co-brand Infinite Selling to suit your business’s needs. Please email [email protected] for more details. OceanofPDF.com This book is dedicated to everyone who has helped Matt and me with our careers to date, from our exceptional clients who have trusted us with their seller and leaders, to those who have supported, guided, mentored, and believed in us.

More importantly, this book is dedicated to the amazing team at Mentor Holdings and Mentor Group; we would never have even been here without them. It’s our honour to work with you; thank you to each and every one of you. Lastly, this book is dedicated to the art and profession of selling, and all of you who partake of this noble craft. Selling truly makes the world go round, so be proud of who you are and let’s make our buyers even prouder.

OceanofPDF.com 1 2 3 4 5 6 7 8 9 10 11 Contents Foreword by Peter Cowgill Introduction: Sales is dead; selling is alive Part 1: The foundations of Infinite Selling The Infinite seller: A guide, not a dictator Mental fitness: The foundation of sales performance Revenue, not sales How big is your pie? Part 2: The INFINITE methodology A map, not a process The INFINITE methodology I – How do we generate INTEREST? N – How can we best establish the NEED (for the product/next step)?

F – How can we reduce the FRICTION? I – How can we understand the buyer’s INTENT and they understand ours? N – How can we help them NAVIGATE to discover the best solution for them? 12 13 14 15 16 I – How can we INSPIRE them to take action and the next step? T – How can we ensure our TIMING is right? E – How can we help them EXECUTE on their chosen step?

This is a short excerpt from the opening of “” by Unknown, quoted for review and introduction purposes. All rights belong to the copyright holders.

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