Listening to: Doogie Howser running SQL scripts

Anyone who has started a company will know the you live or die based on the success
of your sales team. I found a pretty
good outline of the sales cycle I am familiar with:

• Understanding the Market

• Understanding the Offering

• Finding likely customers

• Prospecting

• Initial discussions

• Engagement

• Managing  the Sales process – External Sale

• Managing the Sales process – Internal Sale

• Handling the Competition

• Qualification

• Handling Objections

• Demonstrating capabilities

• Negotiation

• Closing the Sale

• Handing over the delivery team

• Managing  the post sale

• Account Management

• Extending the footprint

• Managing the support and services revenues

I have found that the key steps are often the 1st two because understanding what you’re
selling and to whom makes everything else much much easier.

This entry was posted on Thursday, June 30th, 2005 at 2:45 am and is filed under Business. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.