The Sales Process
Identify buying center and make contact
Identify target accounts in your territory and all buying influences. Contact the buying parties top-down. Arrange for meeting.
Present solution and proposition
Present your company and your solution incl. value proposition, business case, competitive advantages. Convince the prospect to move forward with evaluating your solution.
Manage evaluation and convince
Set realistic expectation and define evaluation criteria as much as possible. Guide prospect through the evaluation, make all required steps and success criteria transparent.