If we are looking at the sales process, it actually starts much earlier than the actual sales cycle. Initially, at the customer's there is usually a project idea, some problem that he wants to solve, some challenge that must be addressed with a project. After that, the project idea is internally assessed at the client's.

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I’d like to share something very quickly with you today here on my blog post, on my vlog and that is actually about how you position yourself in the sales process and how you position yourself against your customer. Well against is maybe the wrong word but let’s say vis-à-vis your potential customer. Now, what I cannot understand of many sales people is that they think that the customer only decides if there is a deal or not and that they depend on this...

Cold Calling should be done these days by addressing prospects on social media. For this, you need a compelling copy. To draft it, use the Diamond of Market Entry and the AIDA formula.