5
Measurement of the basic sales cycle
This chapter has been added for managers who are not sure what a basic sales cycle or sales process is or how to measure it.
Opportunity checklist
When analysing a deal in your pipeline you should be asking the following opportunity questions:
- What is the customer’s budget?
- When can they spend that budget?
- What are their preferred timescales for implementing the solution?
- Who is involved in the decision making?
- What is their pain?
- What positive impact will your solution have?
- Have you quantified that impact on the client?
- Have you told the client about that impact?
- Are you talking to the right people?
- How do you know who all the right people are?
- Why do they want to buy from your team rather ...
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