The document discusses building a proven sales process for selling enterprise software. It recommends having a sales process to bring mass production capabilities to sales organizations, delivering higher sales volumes. An example is given of a company that doubled its pipeline value and tripled salesperson capacity within 10 months by implementing a sales process. The key elements discussed for an effective sales process are a four-tiered selling process, sales performance tools, buyer management tools, and monitoring tools. Best practices include building different processes for different sales channels and integrating the buyer's purchasing process.