Think back to successful team efforts in sales meetings. How were you and your colleagues able to produce that?
The Build Process illustrated in Figure 6.1 most likely resembles the stages you went through. There are five stages to building an effective selling squad in the months, weeks, and days leading up to a pivotal client meeting:
FIGURE 6.1 Stages of a Selling Squad
Stage 1 CREATE: Choosing colleagues to help you win
Stage 2 ORGANIZE: Planning your preparation for the client pitch or meeting
Stage 3 PRACTICE: Investing time to rehearse together
Stage 4 EXECUTE: Aligning strongly with the client and ...
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