As I said at the beginning of this post, I like to think of a sales process as both the backbone of and a roadmap for a successful sales engagement. It provides the structur… See more

Prospectingis the process of sourcing new, early-stage leads to begin working through the sales process. It's a vital part of the sales process — one that most reps generally fo… See more

The connect step of the sales process involves reps initiating more involved contact with those early-stage leads to gather information. From there, your team can startqu… See more

Next comes the research step — which is exactly what it sounds like. It‘s the stage where reps take a more focused look at qualified leads to get a more fleshed-out sense of w… See more