Daily Dose: What Most CRMs Reflect as "Stages" in A Company's Sales Process Are Really Just Reasons For Sales Opportunities To Stall Out…

Startup Selling: Talking Sales with Scott Sambucci

English - January 19, 2022 13:00 - 22 minutes - 42 MB - ★★★★★ - 27 ratings
Business Technology accountmanager ceo customersuccess enterprise salesstrategy startup businessstrategy challengersale coo customerdevelopment Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: Ep. 134: Simple Actions to Increase Your Sales Pull-Through: An Interview with Selling Boldly Author, Alex Goldfayn

Next Episode: Daily Dose: Remember who you're talking to...

What most CRMs reflect as "Stages" in a company's sales process, are really just reasons for sales opportunities to stall out…

Qualification is not a stage. Demo is not a stage. Proposal is not a stage. Contract is not a stage.

These are all just opportunities for sales opportunities to slow down, grind to a halt and end up in "long-term follow-up."

Why?

Because the right way to treat qualifications, demos, and proposals for these sales activities is treating them as catalysts to the next stage in the sale.

That means you have a specific process for:

Maintaining momentum... Handling objections... Unstalling deals that get mired in the muck...

When you're selling a complex enterprise solution, one of your primary responsibilities is to keep control of the sale by always knowing the next step, and leading your customers through your sales process.

Listen & subscribe to The Startup Selling Show here:

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.