Sales learning curveBack in 2004, I saw a presentation by Mark Leslie, the founder of Veritas, about the importance of figuring out the unique, repeatable sales formula for a business. Until you figure this out, it makes no sense to scale up the sales force.  The sales formula includes identifying the ideal prospect, understanding the problems they face and how you solve them, and the steps that every sales cycle goes through, including the decision-making matrix.

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