The sales process

These two activities, lead generation and closing, are the heart of the sales process. The leads and strong leads categories focus the company on generating leads, listening to the customer to understand needs, and qualifying the prospective customer. The highly likely category focuses the company on activities needed to close the sale, such as convincing the customer that you can provide compelling benefits.

The sales process for your company should address both these activities in detail. In fact, many firms have thoughtful ongoing sales training programs for both these activities.

In order to manage the overall sales process, you should track your prospective customers by each of the categories in the sales funnel. At a minimum, ...

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