Genesys operates a formal Sales Cycle methodology. All organisations that engage with us in a sales process are introduced to the format of our sales cycle at the very beginning. This one page document tells them what to expect from us and when to expect it. It allows us to agree a framework up front and ensures that both parties extract value from the process regardless of the final outcome.

Doing this is not an onerous task, and benefits both parties. Our methodology details various questions we will ask at certain stages. These questions are centered around Genesys extracting value from the sales cycle, such things as whether or not the customer understands our competitive advantage. Early on, we always ask the customer if they will engage in a win/lose analysis with us when the process is over. This information is invaluable to us, however customers don't have to commit to this. The win/lose analysis document constitutes 20 questions, and all answers are optional.