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By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward in your sales process.Understanding exactly what’s moving a deal forward will help you decide the best next steps you should take to close any similar deal in the future.Pre-call planning can make be the difference between making a sale or not.There’s no limit to what you can do to help initiate a relationship with a potential customer, and if a task is useful, you’ll want to track it and consider including the same task as an activity in other deals. Emails If you aren’t pressed for a deadline and need a less invasive way to follow up with a prospect, this is where an email is most appropriate.Tracking activities also highlights the telltale signs that a deal might be slipping away, and helps you pay it the proper attention to keep it moving forward.There are seemingly an endless number of activities you can track within your sales CRM, and it can become overwhelming.But, another great thing about email is that it is easy to track in your CRM, both your activity and the responses. The simple fact is that missing deadlines makes you look bad, and makes a prospect worry what would happen if they become a customer and need to rely on you.One of the most important things in the sales process is to communicate properly and promptly to show you respect the prospect, their time, and their business.

In just a few seconds, a phone call can bring your product or service to life, and you can ask questions, listen carefully, and answer objections in real-time.

Perhaps the most valuable use for email in sales is as a medium for sharing content with prospects – as a link or attachment – so they can access resources on their own time and be better informed by the time they require your input.

Downsides include possible long delays between responses, and miscommunication from lack of tone and body language. Forget “you snooze, you lose,” true as it may be in many lost deals.

After a while, you should find your ideal process, and know where and how to adapt it.

You can now show your sales team and any new hires exactly what they need to do to close a deal, including specific activities.

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