Establish Checkpoints and Milestones in Your Sales Process
“How do you know if the conversations you’ve been having are moving you forward in your sales process?
Setting key milestones allows you to measure your progress along the way, especially in selling to the enterprise where the sales process can take months or even years.
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 for us to look at each sales opportunity with bias. Establishing checkpoints and milestones forces us to be honest with our customers and ourselves.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
We still got a few spots left for the REPLAY of “From Idea to Impact” Sales Training that we will be running today and tomorrow.