In order to have sales . . . you have to have customers. Here we talk about focusing on a niche (or “vertical”) market. After all, you can’t sell to everyone. Really.
As Stephen Covey says, you need to start with the end in mind. In this case, that means you have to define your ideal client so you can begin building a sales process.
Other important tidbits:
- Your sales should be done in campaigns. And campaigns should be managed like projects. More to come on that topic.
- Every single element of your sales process has to work.
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