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The Sales Book by Graham Yemm

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The first steps – finding potential customers

Objectives

  • To recognise the importance of identifying potential ‘suspects’
  • To understand the difference between a suspect and a prospect
  • To recognise what sort of factors to consider when qualifying prospects
  • To identify how to check whether a suspect can become a prospect

Understanding

A common concept in sales is that of the ‘funnel’ or ‘pipeline’. The principle is that there is a process or flow which requires potential sales opportunities at the beginning and after various stages it leads to some of these becoming customers. There are differing views about the exact structure or composition of the funnel and what might be included. Another variable is the content and stages which are appropriate ...

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