Overview
Sales is a process. It has no start, it has no end, it just keeps going around and around. But the sales process lets fly opportunities, some call pursuits, sometimes engagements or just plainly “a sale.” These are not part of the process but are driven by the process whether that is your process, or the process dictated by the customer, such as in a competitive tender situation. The sales pursuit should be thought of more as a project.
In this chapter, we will address the different approaches for existing or lapsed customers and how to identify and engage new conversations with potential clients of the future. Knowing how to win over new customers and how to demonstrate your value to existing customers are ...
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