What most CRMs reflect as "Stages" in a company's sales process, are really just reasons for sales opportunities to stall out…
Qualification is not a stage. Demo is not a stage. Proposal is not a stage. Contract is not a stage.
These are all just opportunities for sales opportunities to slow down, grind to a halt and end up in "long-term follow-up."
Why?
Because the right way to treat qualifications, demos, and proposals for these sales activities is treating them as catalysts to the next stage in the sale.
That means you have a specific process for:
Maintaining momentum... Handling objections... Unstalling deals that get mired in the muck...
When you're selling a complex enterprise solution, one of your primary responsibilities is to keep control of the sale by always knowing the next step, and leading your customers through your sales process.
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