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:
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.
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In this episode of the Startup Selling Podcast, I interviewed Selling Boldly Author, Alex Goldfayn.
Alex is a global sales consultant, speaker, and author of a Wall Street Journal best-seller called Selling Boldly.
The Revenue Growth Consultancy creates an average annual revenue growth of 10-20% for its clients. About once a week, he delivers keynote speeches, sales kickoffs, breakout sessions, and workshops for various associations and companies around the country.
The topic is sales growth, but Alex also dives deeply into confidence (instead of meekness), proactivity (instead of reactivity), and optimism (instead of pessimism). Fast sales growth is a function of mindset change and a system of simple behaviors.
After reading Alex’s book, I sent him a note on Linkedin. We talked on the phone, and we immediately clicked. So I invited him to the Startup Selling Show, and he graciously accepted.
The reason I wanted to have Alex on the podcast is to talk through the strategies he uses when he consults with large companies and their sales teams, and how you can implement them with your startup as you grow and scale.
In today’s conversation, we focused on how start-up sellers can change their mindsets and use communication to increase sales.
Here are some of the topics that we covered in our conversation:
Links & Resources:
Listen & subscribe to The Startup Selling Show here:
BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia
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.