Though every business is different, their sales processes all seem to gravitate to one specific progression. I think of it as a continuum that starts with a sales development process and ends with revenue generation. And it’s true for new business acquisition as well as expansion of existing business. The typical sales process in the simplest terms goes something like this: Do target audience research. Create awareness and generate leads. Make contact, arrange a meeting, and/or conduct a presentation. Submit a proposal and win the business. Repeat. But in most cases, that’s not enough. There should be more to […]
