PART III
PARTICIPATION
Our next focus is participation, which we discuss here in Part 3. It begins with your highest-quality leads and includes all the steps for sealing the deal: proposal, negotiation, closing. In other words, Participation will cover all of the remaining pipeline stages, from qualification to closing. As you will learn in Chapter 8, the Participation state of client engagement goes beyond the pipeline, as salespeople must stay involved during the post-signing onboarding and implementation phases. This is of vital importance. Your job does not end with the close of business, despite what other advice you might encounter. A client ...
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