Playbook 4: How to run a sales process

Every 10th episode, we tear down one topic. This is how to structure your sales process. Inject the Ritz Carlton experience into every part of your prospect interaction. What do do before, during, and after your touchpoints.

Four Actionable Takeaways:

• Before: shared agenda, get your “checklist” questions out the way, know your audience
• During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
• After: Recap email/call, multi-thread follow-ups
• After 7 touches with no reply, you have your answer

Resources Discussed:

• Buckets: The Prospect Prioritization Technique created by Reisert Consulting
• Vidyard: Free Screen Recording and Video Creationists

Focus Areas: Sales Process