Most sales cycles, particularly B2B sales cycles can be expressed in four distinct phases:
- Identify
- Qualify
- Present
- Close
Each of these phases might have 5 or 10 steps, helping sales executives compartmentalize tasks, ensuring they are following a guide that helps them arrive at their final destination, a new client. The reason I refer to this as a “Virtual” Sales Process is that much of the work can or should be done virtually. Keep the car parked in the driveway, avoid planes and trains whenever possible, leverage Skype, GoToMeeting and other collaboration tools. More on this is available in Your Virtual Success, or at the end of the summer in my soon to be released book, Sell More & Work Less. http://yourvirtualsuccess.net/