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Your Sales Process
Successful salespeople don’t just wing it, they start by perfecting a sales process, and that process begins with prospecting. Prospecting is the first step in your sales process and your sales success. Working through a well-developed process makes selling easy. Do it poorly, and you could go broke.
In this podcast, we provide you with an overview of the first part of your sales process. Prospecting, to help you achieve consistent, repeatable results.
Why a Process?
Having a process to follow is link following a map. Your sales process is a road map that helps bring your prospects to a buying decision. To get you started, you should divide your process into sections. In our example, we divide the process into four sections:
- Section One – Prospecting
- Section Two – pre-presentation sales activities
- Section Three – presentation sales activities
- Section Four – post presentation sales activities
This podcast looks at the first section in the prospecting process, . In sales, the goal is to help you get in front of the right prospects. In the sample, I have developed or the prospecting sales process, we use four (4) stages:
- Target Identification.
- Lead Development.
- Prospecting Methodology.
- Process Execution.
Our Next Podcast
In our next podcast, we look at per-presentation sales activities, like appointment setting and pre-call planning. Lust follow the link, I hope you enjoy it.
Sales Process Part Two Appointment Setting and Pre-Call Planning
Visit Sales Management Workshop Podcast
If you have a chance, check out Sales Management Workshop. The podcast and blog provide sales management information to anyone responsible for leading a sales team.
The Sales Management Workshop podcast, covers topics like:
- Sales Planning
- Territory development
- Coaching your sales team
- Hiring
- Training and more
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You can find the Sales Management Workshop Podcast at http://www.salesmanagementworkshop.com/ or follow this link to Sales Management Workshop Podcast in the Apple iTunes Store, and it's free.
Sales Management Coaching Services
I provide Sales Managers with the support they need to succeed. Sales management coaching is more than training; coaching can be transforming. Our sales management coaching program focuses on change, goal attainment, and personal development. Follow the link to learn more about Michael Carter Coaching Services.
