more on a repeatable sales process
Kristin Zhivago writes,
Before you hire someone, you'll map out your successful sales. You'll figure out the sales tools that are needed at each step in the buying process. By the time you hire a salesperson, you will be ready to provide him with everything he needs to succeed.
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I've long been an advocate for a repeatable sales process. Mapping out a repeatable sales process is perhaps one of the easiest and most effective activities for a new product manager. It's an emergency prevention activity. Do you have one for your product?
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