This is the development and implementation action plan with your target customer to move them from their purchasing decision to implementation and long-term success. It includes these three core components. Why-Buy Analysis: This is an individual analysis for each target customer that shows them how their purchase will achieve a specific ROI in terms of […]
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“This is why we do what we do, right? The entire sales process from lead generation to product demos to meetings and contract conversations are all designed to lead to this end objective—paying customers. The biggest mistakes startups make in this part of the sales funnel are as follows. Failing to establish a specific return-on-investment […]
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Clarity: Clarity in your sales pipeline means that you know all the steps that you need to take with your prospect in the weeks and months ahead. It’s like having a map with checkpoints and milestones along the way. Control: With your sales map, you’ll have control of your sales process, because you’ll know exactly […]
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I’m 10 days from my next ultra-marathon — the Tarawera 100. The locals refer to it as “the miler…” I’m so close to the starting line, and in the final weeks before a race, I get tired – I’m tired of training. I’m tired of early mornings. I’m tired of my diet. I’m tired […]
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Where are you with each sales opportunity? When is the next step in the sale? This is important because your pipeline pull-through strategy articulates for your company and your future customers exactly how you are going to work together from the time that you identify a qualified lead through to their decision to become a […]
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