Chapter 15

Closing . . . and Opening


The Sales Expansion Loop: Close

One of the distinguishing features of the Sales Expansion Loop compared to a linear sales funnel is it doesn’t have an end point. The “close” is not where we finish our sales activity. It’s not where we stop measuring salespeople’s success, and it’s certainly not where we cease having intriguing dialogue with the stakeholders we just spent weeks, months, or years getting to know. So why do we call this step a “close”?

As a quick recap, the Sales Expansion Loop came to light after watching what today’s top solution sellers do the same as each other when pulling complex sales ...

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