Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 21: Advancing Sales Process from Lead Generation - Brad Williams
Advancing the sales process from lead generation until the deal is closed is full of potential hiccups and nuances that many reps struggle to master. Our guest today has over thirty years of experience with qualifying and moving prospects all the way down the pipeline.
Brad Williams is the President of Doextra CRM Solutions, a partner company to Sales Force, that helps businesses implement software and technology to improve the sales cycle. Join us as we discuss the book that influenced both our careers,why CRM won’t help you without a sales system in place, and tips for re-organizing and recognizing dead opportunities in your pipeline.
Episode Highlights:
- Introducing Brad Williams
- Why we love the Getting to Closed process
- How Doextra uses Getting to Closed to solve dysfunction in sales
- The most common mistake businesses make
- Technology and the “parked” prospect
- Red flag sales skills
- Why active listening and role playing are still the perfect training tools
Resources:
Any questions for today’s guest? Contact Brad Williams by emailing him at bwilliams@doextra.com or by visiting the Doextra website.
Getting to Closed by Stephan Schiffman
Lightning Experience by Salesforce
Kanban Board overview