Chapter 8
Social Capital
The Sales Expansion Loop: Social Capital
This step of the Sales Expansion Loop is of high importance, but it’s often skipped. Looking at the diagram above, it’s not uncommon to see salespeople go straight from confirming the budget (Qualify stage) to pitching their solution (Compete on Value stage) and miss the steps in between. For a simple sale in a linear sales funnel, this behavior may make sense, but it does not make sense in a large enterprise sale where personal agendas form aspects of the true decision-making process. If you don’t navigate the currents of politics and whirlpools of influence, you will drown no ...
Get Target Opportunity Selling: Top Sales Performers Reveal What Really Works now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
