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Selling opportunities are lost daily by companies who lack a consistent system for prospecting, selling and closing new business. Any company that takes the time to develop a systematic approach to selling by documenting their process and tracking their results will see dramatic improvements. While most entrepreneurs will never take the time to document their sales process, those that follow the steps outlined in this paper will be well on their way to dramatically enhanced sales results. Changing people will do nothing to improve a fundamentally flawed selling system. The first step in managing new business is not training, hiring, pay plans, better prospect lists, or even better management. It's the design and validation of the entire Company wide new business process.
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