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The Sales Funnel Based on Contact Type

The Sales Funnel concept is based around ‘people’ or contacts being of a particular type: Suspect, Prospect, Lead and Client. An important mistake to avoid is the confusion and therefore a lack of appropriate prioritization around whether a contact type is a Suspect, Prospect, or Lead.

Suspect

A suspect is […]

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The Stages of the sale relates to specific milestones that occur during the sales process.

The main purpose of defining the major stages of the sales process is to enable sales forecasting with a level of predictability.

Although it may not be accurate with an individual opportunity or a very small sample, as your working pipeline grows […]

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The Definition of Process:

A series of actions, changes, or functions bringing about a result

The Definition of a Sales Process:

The action of converting Suspects to Prospects,

Prospects to Leads, and Leads to Clients

And disqualifying along the way

Tags: Sales n Selling

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