30 Minutes to President's Club | No-Nonsense Sales #527 - The Sales Process Elite Reps Use (And You Don’t)
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Nov 27, 2025 Unlock the secrets to accelerating your sales process with new tactics! Discover why traditional meetings can hinder progress and how focusing on exit criteria can drive deals forward. Learn to consolidate key stages like discovery and demo for faster closings. Explore the importance of multi-threading and engaging decision-makers effectively. Don't get bogged down in early pricing talks; understand how to navigate proposals and vendor reviews. Elevate your sales game with proven strategies to keep your pipeline moving!
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Stage-Based Deal Progression
- Deal progression must be measured by stages, not by meetings.
- Moves between stages require meeting explicit exit criteria, not merely having calls.
Use Exit Criteria, Not Tasks
- Use exit criteria to focus on what you need the prospect to agree to, not what you need to do.
- Get creative about ways to achieve the exit criteria instead of defaulting to another meeting.
Combine Stages To Speed Deals
- Combine stages into fewer meetings when possible but never skip required stages.
- Map required agreements (problem, solution, price) and engineer meetings to secure multiple at once.