Early in the sales process, you’ll likely communicate rather formally with your prospect via email, and the responses might be a few days apart. Or perhaps you use email to set up the next phone call. Then that next call might be two weeks later. Overall, the communication is spaced apart and can feel a […]
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“A second milestone that I like to use for larger enterprise sales is the signing of a nondisclosure agreement (NDA). The NDA is an excellent checkpoint because it verifies several important aspects of the sales process. If the prospective customer is able to send and sign an NDA, not only does it tell you he […]
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This is exactly the way it sounds—you give your prospective customers a little bit of work to do to gauge how serious they are in the evaluation of your solution. This shows you how engaged they are with the process and how seriously they’re evaluating it as a solution to the problems that they have. […]
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Think of these checkpoints and milestones as metrics, signals, and indicators that you’re advancing each sale. These vary across companies and types of sales—they’re not the same for every company or sales process, but here are a few ideas to help begin to identify the key checkpoints and milestones in your sales process for your […]
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“In this case, when the prospect asked you to “circle back in a week to set up a demo with the team,” there was an opening to take control and hit one of your sales milestones by saying, “That’s a great idea. So that we can customize the demo for your team, if you share […]
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