In this podcast discussion, Fab and Paul explore the challenges of sticking to a sales process. They emphasize that sales processes often fail due to inadequate training, ineffective use of CRM systems, and a lack of alignment between sales, marketing, and customer service. Fabrice argues that sales leaders frequently implement new processes without fully understanding or supporting them, leading to poor execution. Paul adds that intuition alone isn't enough in sales; structured processes are necessary but must be adaptable to specific business contexts. They also stress the importance of collaboration across departments to ensure that marketing provides truly qualified leads and that customer success teams are aligned with the sales process. The conversation underscores the need for ongoing coaching and a holistic approach to the sales process that integrates the entire customer journey.