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Closing a sale is the result of earlier actions such as customer discovery, lead qualification, and performance management. Framework IT improved its sales process by better qualifying prospects, understanding key stakeholders, and promoting its differentiators, leading to increased deal sizes and customer satisfaction. In this way, proactive customer selection and lead qualification are crucial for driving profitable growth and maintaining a competitive edge.
Sales is an art where outcomes matter, so most advice about performing well in this role focuses on the desired outcome: closing the sale. But a close is the result of actions and choices that occur earlier in the process as sales managers and reps decide where to allocate time, money, and effort.
