navigating

THE SALES PROCESS

Explore the 7 stages Salesforce sales teams
recommend — from prospect to close and beyond.
YOUR STAGE 1
Contacting Leads
STAGE 5
Structuring the Deal

JOURNEY
Before you start your sales journey, prepare to Be patient, hold to your bottom line, and talk
walk a mile in your prospect’s shoes. about value before numbers. Only draw up a
contract when you’re ready.

STARTS STAGE 2
Qualifying Leads STAGE 6

HERE Qualify leads with a customer-centric

approach—listen and learn along the trail.
Finalising the Proposal
Address last-minute hesitations before the
final stretch. If there are objections, rely on
relationships you’ve already built.

STAGE 3
Providing Value
STAGE 7
Pack the right gear for the sales pitch, starting
Closing and Keeping Commitments
with vision, data, and value.
Reach the summit with your pact intact—
utilise the right teams and technology to keep
your new customers happy and on track.
STAGE 4
Handling Objections
Move prospects along the trail by using
objections as opportunities to learn more
about their needs.
Stage 1
Contacting Leads
your key tips

1 | Engage Sales Prospects

5 TIPS FOR EFFECTIVE 2 | Control Costs with a Targeted Approach
CUSTOMER ACQUISITION 3 | Educate Your Customers

4 | Network and Build Partnerships

5 | Build on Your Foundation With Referrals

Once you’ve gathered leads, you’re ready to start
contacting them, right?
We’ll go into more detail on these tips in the next
Not quite! That would be like sending your few pages.
expedition into the wilderness without a map.

Ensure that you and your leads are on a journey

together that is about more than just a sale.
 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7

1 | ENGAGE SALES PROSPECTS 2 | CONTROL COSTS WITH A

TARGETED APPROACH
Prepare the trail for your potential customers by:
The path to turning sales leads into customers can
be a winding one, especially for small businesses.
Interviewing Your Existing Customers
Pack light and get to know your company’s target
PACK YOUR
What are their pain points? What do they value most audience beyond just their age range, gender,
about your products? What can talking to them tell you
RUCKSACK
and location.
about your potential customers? CAREFULLY.
Questions you should be able to answer about
Building a Welcoming Presence your target audience:

Think about how your brand can address customer pain | How do they spend their money?
points and offer them something of value. Make your | What are they passionate about?
digital presence user-friendly and customer-focused.
| What is their idea of fun?
Interacting with Customers and Prospects | What are their values?
 on’t just offer a one-way message: ask for feedback,
D | Where do they spend time online?
offer individualised advice, and provide a forum for
| How do they prefer to be contacted?
customers to interact with you and with each other. Content-based
Sales AI can come in handy here! Whether you contact them by email or through social marketing costs
media, don’t just focus on promoting your company.
Offer them relevant, engaging content. Your well-formed
brand and community will take it from there.
62%
less than outbound
marketing, while
generating three
times more leads.1
 STAGE 1 STAGE 2 STAGE 3
3 | EDUCATE YOUR CUSTOMERS
Educating your customers builds trust
Don’t run up the mountain without building the trust of
your party. They could wander off the trail and end up
bumping into other brands that take better care of them!
Lead them up the trail together by educating them:
give them the latest industry news and information, and
help them make the most of your products and services.
This way, you’re offering prospects something valuable
they can use, while establishing yourself as an authority in
your field.
Utilise your company experts. Let them give advice and
instructions that are not purely geared toward selling
through webinars, tutorials, blog posts and events.
4 | NETWORK AND BUILD
PARTNERSHIPS
Don’t be a solo hiker
Network and build partnerships with other brands.
There are lots of businesses leading customers along the
same trail, so try coordinating your efforts.
Engaging in partnerships exposes you to new customer
groups and offers existing customers added value.
STAGE 4 STAGE 5 STAGE 6 STAGE 7
Are you a camping equipment supplier?
You could partner with a discount travel
company to offer discounts on package hiking
tours. This gives travel-lovers exposure to what
your camping equipment can offer them, and DON’T RUN UP
gives your current customers something you THE MOUNTAIN
know they want: better travel deals. WITHOUT THE REST
OF YOUR PARTY.
5 | BUILD ON YOUR FOUNDATION
Ask your current hikers to bring someone
on the next trip— utilise referrals YOU’RE NOT ALONE
Customers are four times more likely to buy if they are IN THE WILDERNESS,
referred by a friend.2 You’re already forming valuable, AND YOU CAN ONLY
mutually-beneficial relationships with your customers
LEAD SO MANY
based on trust and expertise in your field.
HIKERS AT A TIME.
Ask your customers to widen the circle. If you make
improving customers’ lives your goal, rather than just the
sale, customers are much more likely to speak highly of
you and bring their friends along with them.
Stage 2
qualifying leads
3 WAYS TO TURN PROSPECTS
INTO CONTACTS
Your leads are following you up the path to
success, but only some of them will stay with
you to the summit and become customers.
Engage in deep discovery to learn about their
needs, motivations and reservations.
A team effort is key to successfully flipping those
prospects into customers.
Your key tips
1 | THINK LIKE YOUR CUSTOMERS - Turn your pitch
structure on its head by asking more questions
and putting yourself in their shoes.
2 | PLAY TO YOUR SALES STRENGTHS - Use a team
selling strategy— think about how each sales
team member’s strengths can contribute to your
prospect’s success.
3 | CREATE A SUPER TEAM - Go beyond the pitch
and consider the skills outside your team that
your prospect could need: customer service,
marketing, or even partnerships.
 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7

THINK LIKE YOUR CUSTOMERS TEAM SELLING

You’re leading your hiking group further up the Why put one hiking leader in charge of all of your
mountain, educating them along the way. But are hikers, when you have a whole sales team who can
you also learning more about them, or just listening collaborate to create the best hiking trip possible?
to yourself talk?
Assign roles based on each team member’s strengths, THE FIRST QUESTION
To really understand what your customers are after, and and carefully plan the timing of these roles in the process. WE ASK WITH EACH
whether that’s your company, you need to reverse the OPPORTUNITY IS,
Not only will your customers receive expert care
typical sales pitch structure. Don’t just explain what your
throughout the customer journey with your company, ‘WHAT IS THE CLIENT
company can do for them. Have real conversations, rather
than just giving presentations and pitches. Put yourself in
a team selling approach also allows you collect in-depth OUTCOME?
knowledge about your leads. Learn about the obstacles
their shoes.
they face to figure out if your company is right for them,
Collaborate with your leads: ask them questions, evaluate and whether they think so, too.
their responses, stay up to date on the latest news about
their companies. Listening to your customers more than
you talk allows you to offer them solutions to their needs,
rather than just products.

High-performing
sales reps are up to

10 times
more likely to use
collaborative
language such as
we and us.3
 STAGE 1 STAGE 2
CREATE A SUPER TEAM
OF HIKING LEADERS
Once you’ve made contact with a lead and are
allocating roles for the rest of the sales process,
it’s important not to lose sight of your customer-
focused approach.
Again, turn around the typical pitch concept. Think
about what you can offer customers vs. what solutions
they seek. Start with their idea of the perfect view at the
mountaintop and work from there. Team members can
come from outside your sales department, including
engineering, customer service, marketing, or logistics.
These team members do more than push hikers
to reach the summit - they learn about every
traveler along the way and help decide the
next steps. Whether they’re focused on account
management, technology, or deal structure and
delivery, all your team members are in a position to
collect and organise information about your leads
throughout the sales process.
STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7
SOME ROLES TO THINK ABOUT ARE:
Account Executive or Overall Hiking Group Leader
You need someone to introduce the company to the hikers and set the
tone for the whole trip before you actually hit the trail. He or she will then
maintain that interaction throughout the trip. Choose one team member
for the initial CRM and customer-focused interactions throughout the
sales process.
Sales Engineer or Camping Skills Instructor
Along the way, another team member can explain and demonstrate
the complex technical aspects of climbing to the summit and answer
questions. Team members with technical know-how can be brought
in to demonstrate complex products and demonstrate your
company’s expertise.
Customer Success Manager or Navigator
Another team member focuses on where to set up your last basecamp
and what happens when you reach the summit. Let one or two sales team
members take care of structuring the deal and planning how to deliver
agreed-upon solutions once the deal is made.
Stage 3
providing value
4 TOP TIPS FOR SHOWING
CUSTOMERS A FUTURE TOGETHER

You’ve arrived at base camp: the pitch. Before

you start to unpack your pitch, make sure you
have these 4 essentials in your back pocket:

1 | Focus on their needs and problems they want to solve.

2 | Speak their language—by now, you should be fluent!

3| B
 uild on the education you’ve already provided along
the path.

4| G
 ive them a glimpse of the view from the top by
showing, not telling.
 STAGE 1 STAGE 2
1 | FOCUS ON THE FUTURE
You’ve spent all of Stages 1 & 2 of the sales
process learning the needs, wishes, and
concerns of your target audience.
Don’t just pitch your product and wait for
them to catch on to your message – describe
a bright, shared future, in which your company
offers them solutions to their problems.
Remember, you initially created the product
you’re selling to solve a problem. This your
“why,” as Jacob Layani of Forbes reminds us,
drawing from Simon Sinek’s famous TED talk.
Align your “why” with that of your customer,
remind them you’re both out to solve this
problem, and emphasize how you can do it
together.4
STAGE 3 STAGE 4
2 | SPEAK THEIR LANGUAGE
If you really want potential customers to
visualise a future with your company, frame
your solutions to their problems in terms
most relevant to them.
Along the hike, you’ve been paying close
attention, and gathering data – hopefully
using Sales, CRM, or even AI software for even
more detailed data recording and analysis.
Pay close attention and frame your pitch
in the terms your leads use to express their
pain points and goals, while staying true to the
specific value your company can successfully
offer.
STAGE 5 STAGE 6 STAGE 7
3 | EDUCATE YOUR LEADS
Offering useful information at the pitch
stage has the following advantages:
–C
 ontinues the dialogue between you and
your leads, strengthening your future
customer relationship.
–G
 ives leads an opportunity to express their
needs further and describe their obstacles
to working with you. You can use this
information about that target audience to
continue the pitch and to tailor your future
sales messages.
–B
 oosts your company’s image as a helpful
authority and thought leader. Showcasing
the value your trustworthy expertise offers
should be central to the pitch.
 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7

4 | SHOW, DON’T TELL

You’ve focused on your hikers’ needs, you’ve kept Here are a few ways to do just that:
up a two-way conversation with them, educating
1 | Give leads testimonials or case studies from
them and offering them value.
customers in their industry or one that had similar
But, if they’re smart, getting them to follow problems to solve
you all the way to the top of the mountain will
2 | Provide helpful data about your products;
require solid, compelling proof that you can deliver
and concrete facts about how they compare to
what you’re offering.
similar products on the market DON’T JUST TELL
3 | Share the vision of your company and where it
PROSPECTS THAT
intends to be in the future. Show how they can THEY’LL SEE A
share that vision, too. NICE VIEW WHEN
4 | Give them a clear call to action or CTA that sends
THEY REACH THE
them onward and upward. SUMMIT. GIVE THEM
A GLIMPSE BY
PAINTING A DETAILED
Armed with helpful educational advice, a clear sense PICTURE OF WHAT
of your future together, and solid data to back up your
THEIR BUSINESS
claims, your leads are now ready to head to the summit
COULD LOOK LIKE.
together with you and become customers.
Stage 4
HANDLING
OBJECTIONS
HOW TO TURN OBJECTIONS
INTO OPPORTUNITIES

The stage before you get a “yes” can be the most

tricky. It’s been a long journey to the top, you’re
not as energetic as when you started, and all
of those things you were excited about at the
beginning are starting to fade.

Handling objections from leads after the pitch

can be daunting if you don’t have a grip on how
they work and a plan for dealing with them.
 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7

COMMON OBJECTIONS
Here are some of the most common objections, translated into opportunities:

Objection Opportunity

“I am not 100% convinced the product is worth

“I don’t have the budget.” the expense. Convince me.”

“I don’t understand how your product helps solve

“The product isn’t right for us.” my problem. Help me understand.”

“I need your help preparing a case to my manager.”

“I need to talk to my manager.”

“I need this process to be simpler or for your offer to

“We’re too busy to consider this now.” be more attractive.”

“We have a need for a product like yours, but we aren’t

“We’re already using with one of your competitors.” convinced yours is better than what we already have.”
 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7

HANDLING LAST-MINUTE
OBJECTIONS

If someone doesn’t want to join you on your final

ascent, don’t panic. An objection is not a door
slamming in your face – it’s an opportunity. Objections are not punishments – they’re
Here’s how to find out the real cause of the information. They represent another
objection and handle it in a way that encourages opportunity for you to offer your leads value OBJECTIONS OFFER
them to move forward: and solutions to their problems. You don’t INFORMATION ABOUT
want anyone to climb a mountain if they THE POTENTIAL
Listen aren’t ready for it. CUSTOMER’S
Knowing your customer’s point of view is always crucial
POSITION. THEY MAY
to moving forward with a successful relationship. Don’t
RESULT FROM A LACK
switch to defensive mode when you hear an objection.
Open your ears instead.
OF INFORMATION, A
PERCEPTION ISSUE,
Encourage Further Dialogue A HIDDEN AGENDA,
The more your leads tell you about their objection, the VALID CONCERNS,
more likely you are to find the underlying pain point.
OR AMBIGUITY OF
Ask follow up questions for clarification. Let your lead
INTERESTS.
know that you’re interested in their concerns and want
to make sure you understand them.

Stay True to Yourself

Resist the temptation to accommodate your lead’s
needs by dropping prices right away. It’s not good
for you - or your potential customer - to strike a deal
that undervalues your company or to paper over
customers’ concerns.
 STAGE 1 STAGE 2 STAGE 3
FOLLOWING UP
It’s time to follow up. Here’s how to handle it:
Determine Cost vs. Value
Don’t get stuck trading numbers with your lead. Move
the conversation back to the question of value. If your
customer is thinking of the value your company offers
them, and your bright future together, they are less
likely to fixate on price.
Stay on Track
Don’t lose focus. Offer a response to your customer’s
objection that addresses those specific concerns. Don’t
repeat yourself or offer unrelated information about
your company. You don’t want to wear the customer
out or lose their attention.
Give Them the Facts
Offer more than promises to customer objections.
Back up your follow-up pitchwith concrete proof:
testimonials, product information, performance data,
sales figures and ratings, etc.
STAGE 4 STAGE 5 STAGE 6 STAGE 7
Ask for a Response
Did your response to the objection satisfy the
customer? Make sure to ask this question –this Top sales performers
way, you’ll be able to continue the dialogue if the counter client
answer is no. objections with
questions over
Encouraging leads to make “incremental
commitments” to your company from the first
encounter is a much better approach than 23%
putting on pressure at this late stage.5 more often than
average performers.6
The good news is: by nurturing your customer
relationships from the very beginning of the
sales process, you’ve been doing this all along.
Handling objections is just a continuation of the
conversation you’ve been having with potential
customers since you first encountered them as
leads. If you can negotiate a way upward that
addresses customer concerns, it’s time to climb.
Stage 5
STRUCTURING
THE DEAL
HOW TO NEGOTIATE A PRICE
BASED ON THE VALUE DELIVERED
It’s time to agree on a price and draft a deal.
You have a “yes”, but you need to sort out the
final terms of the contract before you reach the
summit.
Structuring a deal that makes everyone involved
happy means keeping your future customer in
mind while still holding your ground.
We’ve packed together a few tips about how
to offer value and benefit your company at the
same time.
what’s in the pack:
1 | FOCUS THE DISCUSSION ON VALUE - Know what
you have to offer & how the customer will benefit.
2 | KNOW YOUR LIMITS - Prepare to give up a little
ground, but know your bottom line.
3 | LISTEN TO THEIR NEEDS - Show that you still
have their interests at heart.
4 | PATIENCE, GRASSHOPPER - It typically takes
about three rounds for everyone to agree.
5 | TRADE, DON’T GIVE AWAY - If they want you to
give, ensure you get something in return
6 | WRITE WHEN READY - Ensure everyone is ready
to move forward before putting anything in
writing.
 STAGE 1 STAGE 2
PRELUDE TO A NEGOTIATION
You’ve spent all of Stages 1 & 2 of the sales
process learning the needs, wishes, and
concerns of your target audience.
Pricing and other terms should not be on the
table before you and your customer have a
solid idea of the exact value they will receive
when using your products and services.
If you head for the summit without a clear
sense of everyone’s role and confidence in their
satisfaction, you’re in for a shaky climb.
True cooperation means meeting in the middle.
The summit is in sight! Agreement in
hand, you’re starting to climb the last
stretch of the mountain alongside your
customer. It’s an exciting time when all
parties involved are almost ready to sign
the deal and embark on a new business
relationship. Embrace it.
STAGE 3 STAGE 4 STAGE 5
Principles Before Numbers
Numbers are important, but they shouldn’t
precede the principles of the deal. If you get
tangled up in haggling over price, try to move
the negotiation back to a discussion of value -
what you have to offer and how the customer
will benefit.
Know Your Limits
You can expect to give a little bit of ground
during a deal negotiation, but you should know
your bottom line before going in. This way, you
can avoid compromising beyond your means,
even if under strong pressure. Know your limits
and you won’t have regrets.
Listen, Listen, Listen
As with all stages of the sales process, price
negotiations should also start and end with
you listening to your customer. They will tell
you what they need and how they can be won
over if you only listen carefully and keep the
conversation going.
STAGE 6 STAGE 7
Have Patience
It takes at least three attempts to sort out the
terms for most deals. You’re unlikely to figure it
all out in your first meeting after your customer
tells you that they’re ready to buy. Don’t let
haste rule your decision-making.
Trade, Don’t Give Away
If your customer demands a reduced price,
get something in return - a longer contract
term, promotion on their website, etc. Don’t
let yourself be bargained down without any
concession in return.
Put it in Writing When You’re Ready
Once you’ve worked out the details of the deal,
it’s time to draw up a final contract, otherwise
known as a master service agreement or MSA.
Never move on to the contract stage until
you’ve established that everyone involved is
happy. Then, and only then, put it all in black
and white.
Stage 6
FINALISING
Your key tactics

THE PROPOSAL
Last-minute changes to the contract can be a big
sales hazard. Here are some ready-made tactics
from our sales leaders on how to make it through
5 TACTICS TO AVOIDING unscathed:

CONTRACT BLOCKADES 1 | Rely on your data

2 | Know who you’re talking to

3 | Hold your ground

Anticipation is in the air. You’re approaching the
summit, ready to close the deal. You’ve met in 4 | Walk away if you come to an impasse
the middle, drawn up a contract, and now all
you need to is a signature.

As exciting as it may be, don’t lose sight of the

goals and trust you’ve developed with your
customer by getting too fixated on rushing to
the summit.

There may be a few blockers still ahead!

 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5
NEGOTIATING CHANGES
TO THE CONTRACT
Last-minute requests to change the If a question or objection to the contract
contract can be frustrating, but before you is raised late in the game, stay confident.
react, think back on all of the work you’ve Follow these tips to navigate the situation:
done to get to this point.
Your strategy has been customer-centered Rely On Your Data
and focused on providing value to your leads By this stage in the sales cycle, you should know
and now almost-customers. That shouldn’t all there is to know about your prospect. You
change now. know this customer has the “Budget, Authority,
Needs, and Timeline” (BANT) needed to move
ahead with your deal.
If questions of price come up, steer the
conversation back to value, just as you did
when drawing up the deal. Be ready to calmly
prove why you’re better than the competition
and worth the money, using real data about
your company and products.
N
Know Who You’re Talking To
If you get passed off to another authority figure
or department, such as procurement, and they
s
raise an objection late in the game, rely on the
relationships you’ve been building all along.
STAGE 6 STAGE 7
Stay friendly and collaborative. Steer the
negotiation back to the development of the
deal to this point and the reasoning that came
before it.
Hold Your Ground
Have a last-minute concession ready just in
case for situations like these, but don’t throw
away all the work you’ve done to get to this
point. You’re almost there!
If your customer asks for something drastic at
the last second, it’s a bad idea to impulsively
give in. It sends the message that you don’t
stand firmly behind your agreed-upon deal.
Avoid panicking and, for example, dropping
your price at the very end of the negotiations.
Walk Away If You
Come To An Impasse
No one wants to lose out on a deal they’ve
worked so hard to develop. But if the customer
won’t budge and you can’t find common
ground, it’s better to walk away respectfully.
 STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6 STAGE 7

PATIENCE, GRASSHOPPER

A wise salesperson once said, “When you’re feeling

anxious, just plan, plan, plan.” It can be a challenge
to have patience late in the negotiation process,
especially when unexpected questions arise and
you’re waiting for responses from the customer. But
when in doubt, just focus on being as prepared as
you can be for any concerns or problems.

If you’ve got your data in hand, stay firm with your

bottom line, enjoy a solid relationship with the
prospect, and keep a cool head. You’re ready to
WHEN YOU’RE
climb the last few feet and check out the view on the
mountaintop with your new customer.
FEELING ANXIOUS,
JUST PLAN,
PLAN, PLAN.
Stage 7
Closing and Keeping
Here are a few checks to make sure your new
customers are happy with the view and are

Commitments
adjusting to the new altitude of their business:

1 | KEEP YOUR PROMISES - You painted a lovely

THE CLOSE AND EVERYTHING AFTER picture. Is the view just as good or better?

2 | GIVE THEM A TRAIL GUIDE - Make sure the

teammates who are continuing down the path
with them know the way.
Congratulations!
3 | UTILISE YOUR TECHNOLOGY TO ENSURE
You made it to the sales summit: the close. CONTINUED HAPPINESS - CRMs are a handy tool
to keep in your pack for these purposes.

Take a deep breath, enjoy the view, thank your 4 | STAY IN TOUCH, ESPECIALLY WHILE THEY’RE
team and celebrate your victory. But don’t forget ACCLIMATING - Make sure they’re happy and
your companions who followed you on this getting the attention they need.
journey: your new customers.
 STAGE 1 STAGE 2 STAGE 3
DON’T JUST CLOSE,
KEEP YOUR PROMISES
Your next steps with your new customer should be
building the future you’ve planned together.
A mistake sales teams often make is to close the deal
only to drop the ball. Don’t assume your customer is
happy and confident that you’ll fulfill their expectations.
Demonstrate this concretely from the get-go: schedule
a follow-up meeting with the goal of reconfirming the
path ahead.
Then, do as you promise!
STAGE 4 STAGE 5 STAGE 6 STAGE 7
Set Your Customer Up For Success
Maintain success throughout your customer’s journey
with your company with these tips:
1 | Remember team selling? Assign a member of your
team- likely a customer success specialist – to
nurture this new customer relationship. They can YOU’VE CLIMBED
take things to the next level with up selling, cross- A MOUNTAIN WITH
selling and other forms of engagement with your
YOUR CUSTOMER -
new customer. Get your customer to the right
THIS IS NO SMALL
expert on your team to help, should issues arise.
THING!
2 | Use technology to manage and nurture customer
relationships with cloud-based CRM software. You
THE WORLD IS OUT
may have used this early on during the acquisition
process, but it can be a powerful tool for
THERE FOR YOU TO
customer service as well. Using automation and EXPLORE TOGETHER.
digital communication, you can respond quickly
to customers, and schedule proactive check-ins to HAPPY HIKING!
be sure they are happy.
3 | It’s very common for new customers to submit
service requests soon after closing the deal.
Respond to these and other communication with
speed and professionalism. Act on customer
requests, partner with them for success, and keep
the conversation going.
TIPS FROM
THE SUMMIT citations

This insight on the sales process comes straight from *1 Why is Content Marketing Today’s Marketing?, Content Marketing Institute

Salesforce’s trail-blazing sales teams and thought *2 Personal Recommendations and Consumer Opinions Posted Online are the
Most Trusted Forms of Advertising Globally, The Nielsen Company
leaders. We have created game-changing sales,
marketing, and CRM solutions with an emphasis on *3 How Top-Performing Sales Reps use Language to close More Deals, Chorus

innovation and a customer-centric approach. *4 How To Create The Perfect Sales Pitch, Forbes

Our aim is to provide trailblazers the map and *5 To Increase Sales, Get Customers to Commit a Little at a Time,
Harvard Business Review
technology they need to build successful customer
*6 The 12 Best Objection Handling Techniques for Sales You’ll Ever Read, Gong
relationships and reach the summit with their new
customers. See you on the trail!
 FIND OUT MORE
Take your sales process to the next level with Salesforce CRM.
Start your free trial today.

LEARN MORE