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Another quarter, and for most, another year comes to an end. We all have one thing on our minds: closing sales. As we apply best practices to get these deals in the door, there are often obstacles preventing us from getting a firm YES from our prospects. The sales cycle is rife with challenges, and we could all use a checklist to help us turn those challenges into closing opportunities. Asking ourselves about our prospects’ sales process and understanding their needs on a deeper level will help us get a YES with time to spare in the quarter.