From the course: Business Development Foundations: Researching Market and Customer Needs
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Unpack the sales process
From the course: Business Development Foundations: Researching Market and Customer Needs
Unpack the sales process
- What happens between lead and close, and all the steps you take to get from one to the other? That's your sales process. Now there are tons of different sales processes but they all follow a similar pattern: leads, qualifying, discovery, proposing, and closing. In some organizations it might take one or two calls to close a sale. In other organizations it takes 10 or 20. The length of your sales process is in direct proportion to the cost and complexity of your solution. Now your company may already have an established sales process for you. If so, great. If not, talk to a seasoned rep in your company or industry to find out what yours is. One of our clients, David Green, the VP of commercial for G Adventures, uses a very simple model to ensure his team focuses on the customer and does the backstage work that's critical. He breaks it down like this. First, plan: the most important, and unfortunately, the most commonly overlooked. The planning process happens before you ever connect…
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