314: Collaborating Our Way to a Higher Close Rate with Tom Williams
The Predictable Revenue Podcast
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Enhancing Sales Management Process for Effective Client Engagement
This chapter delves into the strategies for improving sales management processes, including customer verifiable outcomes and med pick, emphasizing the importance of customer validation and efficient qualification. It discusses setting proper expectations with clients, adapting strategies to meet their demands, and resetting buyer expectations for increased revenue. The speaker also highlights the significance of maintaining continuity in the sales process, setting clear post-purchase expectations to mitigate buyer's remorse, and creating structured plans with milestones and action items to manage multiple deals effectively.
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