“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 […]
VIEW POST
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. […]
VIEW POST
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 […]
VIEW POST
“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 […]
VIEW POST
Think about your most recent sales call or meeting with a prospective customer. Got it in your mind? Now, answer this question. Did that call or meeting with your prospective customer move you closer to closing the sale, or are you still in the same place? Here’s an example of a continuation that might at […]
VIEW POST