About the Webinar

Having worked in the sales enablement arena for almost 40 years, it is stunning to us how seldom companies have made an investment in thoroughly defining the sales process their top people follow as they close business: not just  the phases, but the specific milestones and progress indicators that traditional sales training and management professions call "advances." That is, what are the valuable accomplishments on the way from initial contact to closed deal?  And, having identified those large and small milestones, to serve as goals for sales calls, have companies studied the behavior of their top people to identify the exemplary practices, which are often a matter of unconscious competence, that allow their top reps to excel? The answers to both of these questions are usually, "No."

This webinar explores the potential for this approach, based on a history of work we have done for clients over the years.