Overview
The sale, from start to end, is a series of steps and check gates that the salesperson takes the potential customer. However, each sale, though it may sit alone as an island, is part of a bigger picture where all the sales are managed, and the right resource used to focus on the deals that offer the greatest return and the best chance of winning. There may always be outliers, whether that are Hail-Mary passes or an open goal with no keeper, but for the most part a win requires a good understanding of our attack, the competition’s attack, and the customer’s defense.
The focus of this chapter is about the corporate being, why they wield such influence and why that is important. Often salespeople see ...
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