“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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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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What we need to do is develop a system that identifies checkpoints and milestones along the way for each sales opportunity, so that we know where we stand, if we’re making progress, and if we’re marching closer to converting this sales opportunity to a paying customer. We’ve detailed the first four questions of the Q […]
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