“Creating a standardized list of checkpoints and milestones in your sales process allows you to establish repeatability. Over time, as you grow your sales team, you’ll need to have a sales system in place that replicates the process by which you’ve added new customers. By documenting a checklist of the key steps and milestones within […]
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My son was having a rough morning. He was awake at 5:07am (which is better than the 4:45am wakeup …). Sitting on the couch, he got worked up talking about his role as a puffy piece of sugar in the school play. He finally burst in frustration. Life can be rough for a 2nd-grader this […]
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In this episode of the Startup Selling Podcast, I interviewed keynote speaker, sales coach, and author, David J.P. Fisher. David is a speaker, coach, and author of nine books including the best-selling ‘Hyper-Connected Selling’ and ‘Networking in the 21st Century: Why Your Network Sucks and What to Do About It’. With more than 20 years […]
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Reason 1: Measuring Progress “Often, it’s hard to be objective because we have so much enthusiasm about our product and the problem that we’re solving. We can quickly become overly optimistic about a single conversation we had with a target company because we’re excited. We want the company to become a customer, and it’s easy […]
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“Think of the sales process as knowing the checkpoints and milestones in your sale or knowing when the next step is in each sales opportunity. Think of it this way: If you’re embarking on a journey to a destination, you need a map to know how to get there. You need to know all the checkpoints and […]
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