Tag Archives: pre-call planning

Pre-call planning – a missing ingredient

Pre-call planning is critical to sales success – but one missing ingredient in pre-call planning is planning multiple advances. Sales people need to be prepared if the call doesn’t go as well as planned, to close the call with something else that moves the sale along. On the other hand, if the call goes better than anticipated, the sales rep should have thought about a more aggressive advance to close the call – or leave a missed opportunity behind. Continue reading

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