As a professional sales person you know that if you don’t plan your strategy and allow for setbacks and mishaps you’ll be caught wondering what happened. You need to have contingency scenarios ready. Solution Selling, Miller Heiman, Sadler teach you to the good habits similar to project management milestones and checkpoints. If you don’t know where you are in the sales cycle or your customers buying process who does? Check in, early and often with your customer, so you’re both on the same page and sharing the same goals.
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