Posts Tagged ‘sales process’

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After Inbound

After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what?

  • Do you know how to qualify those leads, ensuring that you are spending your time with the…
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Your Unique Sales DNA

Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you…

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How to Lose a Deal

  1. Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length…
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4 Reasons Your Deal Stalled

Here are four reasons your deals stall and some ideas about how to get them moving again.
  1. You didn’t do the necessary work in the early stages of the process. The value that you create for your dream clients happens early in the sales process…
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