#695: How to Effectively Manage Deals in the Pipeline
The Advanced Selling Podcast
00:00
How to Win and Lose Deals Based on Deal Management
The first thing that comes to mind, it's super obvious that everyone talks about and gets a funny name called ghosting is a much deeper issue. And I would argue after coaching them and listening to their calls that they don't. This has to do with the precision and the certainty of the steps of a process relative to calendar dates. So there here's an example though. I think there's a difference between saying two weeks from today and saying April 19th. There's enough ambiguity or vagueness there that they leave the process to chance which then creates a very, very inefficient, ineffective deal management system.
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