Sell More Faster by Amos Schwartzfarb

Author:Amos Schwartzfarb
Language: eng
Format: epub
ISBN: 9781119597834
Publisher: Wiley
Published: 2019-09-04T00:00:00+00:00

Step 1: Prospect Types

If you think you might have different prospect or customer types, then try to take this into account from the beginning. Different types could be enterprise customers, medium-sized businesses, or resellers. It could also be industry specific.

Step 2: Steps

Add in all the steps you believe you need to track, based on what you currently know about your sales process. If you aren't sure where to start, then you can use my example (Lead > First Contact > Demo > Proposal > Negotiation > Close). Make sure you have a definition (ideally in your CRM, for all to see) of what each step means to your company.

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