Closing Up Front

I just read Trish’s interview of Silvana Sears.

I want to use one little snippet. It’s not out of context and it’s very important to anyone who is involved in any part of the sales process. Here’s the snippet:

Trish: What do you look for in a candidate…?

Silvana:…
Even though we don’t close deals, I like to hire someone who has closed before. I think this skill helps them do a better job on the front end of the sales process because they know what has to happen on the back end. I think it contributes to our high conversion and close rate.

So, this is what I wanted to point out. Silvana manages inside salespeople that set prospects up (quite well I might add) for outside reps and she prefers salespeople who have closed because they know that closing is a natural conclusion to what started at the beginning.

Great interview. I hope I get to meet Silvana someday.

You can read the whole interview here.

Thanks, Trish!

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One thought on “Closing Up Front

  1. Rick,So glad you put Trish Bertuzzi on my radar again. I admit that I never followed up last time, but I read the interview and checked out the Bridge Group. Very interesting. I am now attempting to join her Inside Sales Experts Group on LinkedIn. I am sort of a dinosaur, but am hopefully evolving. Hope you are feeling better. Missed you this morning, but it was a very funny meeting even without you! Jeanne

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