Remember your first 3D movie? How cool was that! Seeing things differently than ever before.
When you manage the sales cycle rather than it managing you, items that were once blind spots now become incredibly obvious. You now are able to see things through a holistic lens – a completely different dimension.
Early in the sales cycle is when you want to align your selling process with the prospect’s buying process.
By managing the sales process and aligning activities and expectations early in the sales cycle, you can more objectively determine whether to continue to advance the opportunity or qualify it out of the pipeline.