In the second of our HOTSEAT š„episodes, it is Steve Henke's turn to be grilled by Paul Griffiths.
Steve talks about the advantages and disadvantages of the seller-doer model that many insight agencies employ. He goes on to give advice, tips and tricks that will mean you get your seller-doers to be as effective as possible in the way they approach sales and client engagement.
Key Takeaways:
- There's a balance in managing seller-doers between activity and results.
- A fully flushed out sales pipeline is crucial for effective management.
- Understanding each stage of the sales process is key.
- Knowing the next steps and probability of close is essential.
- Sales goals can be tracked through a clear sales pipeline.
