The actions taken by your marketing team before your salespeople get involved Steps to ensure closed customers received the value your team promised them Contingency plans for what your team…

Unhappy customers New prospects Past prospects Happy customers

“If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.” “Shorter processes are easier for salespeople to…

True False

A buyer action, a monetary outcome Internal actions, external actions External actions, internal documentation A rep-focused action, a buyer-focused outcome

Your pipeline meetings Your business intelligence dashboard Your CRM The assigned salesperson

The things a salesperson needs to achieve before being promoted to manager The actions that have to be taken before a sales can move out of a particular stage of…

True False

As you review each salesperson’s pipeline, you can teach them the best approach for each sale they’re pursuing. As your salespeople review each other’s pipeline, they can hold one another…

As your team comes together to discuss their favorite movies and other topics not related to work, they will build trust with one another and be more open to coaching.…