September 24, 2024
Article
Harvard Business Review (website)

4 Steps That Can Optimize Your Sales Process

By: Frank V. Cespedes, Scott Peterson and Daniel Weinfurter

Format:Electronic

Abstract

Closing a sale is the result of earlier actions such as customer discovery, lead qualification, and performance management. Framework IT improved its sales process by better qualifying prospects, understanding key stakeholders, and promoting its differentiators, leading to increased deal sizes and customer satisfaction. In this way, proactive customer selection and lead qualification are crucial for driving profitable growth and maintaining a competitive edge.

Keywords

Sales; Customer Satisfaction; Growth and Development Strategy; Competitive Advantage

Citation

Cespedes, Frank V., Scott Peterson, and Daniel Weinfurter. "4 Steps That Can Optimize Your Sales Process." Harvard Business Review (website) (September 24, 2024).