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In today’s episode, Tom wraps up the to simple questions that define the “Process” step of the “Four Ps of Sales.” Learn how sticky notes can help you determine the critical path for your sales sequence, and how to distinguish between a theoretical and realistic sales capacity.

As always, Tom is joined by co-host Jason Pyles. Click here to listen to part one, and here to listen to part two.

• Introduction, and recap of “Process” thus far

• Ten easy questions to help you understand process (continued)

 
   9. What is the correct sales sequence?
     • “Critical path,” or the shortest possible time to complete a project
     • Sticky notes and a wall
     • What has to happen in which step to yield an optimal result?
   10. How many sales can actually be made?
     • Realistic, rather than theoretical sales capacity
     • Actionable sale goals

• Sign off, and ways to contact the show

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