Stephen Zarick, President, VO Sales Group
Intentional Progression refers to a style of moving sales through your sales cycle. In other words, this is as opposed to those that do not have any idea what their sales progression looks like. There is a phrase as well as a sales book by the same title “Hope is not a (sales) Strategy.”
Let me repeat this: HOPE IS NOT A STRATEGY.
Intentional Progression refers to moving your prospects through your sales steps intentionally.
Stop Lying to Yourself
I think one of the first steps in sales is … stop lying to yourself. Some prospects will never or should never move through your sales cycles because only you think they are qualified. Some just are not interested, the timing is wrong, they do not qualify, they should not be in your forecast, and they even told you this … yet you are still delusional about forecasting the opportunity or even making a sale. These are actually what we call an opportunity cost.
“Stop Lying to Yourself” -Stephen Zarick
Intentional Progression – Acknowledgment (more…)