Sales ProcessDefinitionsSo we’re speaking the same language!
Sales Process ActivitiesDefined• Cold Calls = Contact with new prospects or current clients via the phone or face to face, gathering as much account or competitive information as possible, and filling out an output analysis form for each call.
Sales Process Activities Defined• Initial Appointments = Scheduled time for a specific purpose of beginning or moving a prospect or current client forward in the sales process, to the next sales stage.
Sales Process Activities Defined• Presentation = Initial offering of professional information about Your Company, it’s products or services, or our business partners. Generally, very global-non specific presentation.
Sales Process Activities Defined• Proposal = Customer-requested specific pricing information with product specifications about Your products or services.
Sales Process Activities Defined• Demonstration = Proving time for the buying criteria to be demonstrated as it has been represented by sales reps, thus moving the prospects to the point of closing.
Sales Mapping ProcessBenefits• Improved: • Ability to manage and coach effectively • Better communication and cooperation • Improved selling effectiveness and productivity • Pipeline visibility, velocity, and conversion ratios • Better forecast accuracy • Higher levels of CRM utilization
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