Episode 21: Advancing Sales Process from Lead Generation - Brad Williams

Advancing the sales process from lead generation until the deal is closed is full of potential hiccups and nuances that many reps struggle to master. Our guest today has over thirty years of experience with qualifying and moving prospects all the way down the pipeline. Brad Williams is the President of Doextra CRM Solutions, a partner company to Sales Force, that helps businesses implement software and technology to improve the sales cycle. Join us as we discuss the book that influenced both our careers,why CRM won't help you without a sales system in place, and tips for re-organizing and recognizing dead opportunities in your pipeline.   Episode Highlights: Introducing Brad Williams Why we love the Getting to Closed process How Doextra uses Getting to Closed to solve dysfunction in sales The most common mistake businesses make Technology and the "parked" prospect Red flag sales skills Why active listening and role playing are still the perfect training tools       Resources: Any questions for today's guest? Contact Brad Williams by emailing him at [email protected] or by visiting the Doextra website. Getting to Closed by Stephan Schiffman Lightning Experience by Salesforce Kanban Board overview