Do You Ever Stumble?

June 15, 2011 at 2:30 pm | Posted in Adrian Miller Sales Training, sales, Sales Training | Leave a comment
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Sales is most definitely a process. Sure you can throw a bunch of names against that proverbial wall and emerge with, well maybe something, but quite probably all of your effort will be for naught.

Yep, sales is a process. You start with some due diligence to identify your best suspects, develop the most effective marketing materials designed to woo and wow those prospects, schedule sales presentations to help seal the deal and then, of course, deploy exquisite follow-up and follow-through (aka touch point management) to make certain you can carry that new prospect all the way to closure.

Throw in some tracking and measurement and you have a peek at a very simplified sales process. (Yes there are lots of additional steps but you get the point, right?:) )

Ignore any of the requisite steps and you run the risk of failure because all of them—that’s all of them—are critically important to your ultimate sales success.

So take a look at what you’re currently doing.

  1. Are you sure that your marketing materials and web site communicate your brand and message?
  1. Have you constructed a well-integrated sales and marketing campaign?  Marketing may crack open doors and create awareness but it must be solidly tied to sales competencies, processes and follow-up.
  1. Have you identified your best prospects?
  1. Are you utilizing well-crafted touch point initiatives?
  1. Have you instituted a CRM program in order to track your prospect and client activities?

Yes? No?

Don’t stumble. Put this into action now.


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