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Sales: Understand your key influences

September 26, 2010Mark Roberts

Q. So I've improved my close ratio with existing customers. What else can I do to create repeatable sales velocity for my business? A. In my last column, I recommended using post-it notes to map the buying process for your top buyer personas. Through this process, you see the flow of the sale and the common roadblocks that require a sales tool to keep the conversation moving toward a close. You will also recognize key influencers that impact your sales. For example, when I was the vice president...

Influencers, Sales