Ten Examples of Checkpoints and Milestones

Think of these checkpoints and milestones as metrics, signals, and indicators that you’re advancing each sale. These vary across companies and types of sales — they’re not the same for every company or sales process, but here are a few ideas to help begin to identify the key checkpoints and milestones in your sales process for your company.

1. Completing a homework assignment.

2. Signing a nondisclosure agreement.

3. Communicating frequently through multiple channels.

4. Meeting additional buyer types.

5. Hosting an on-site meeting.

6. Hosting an on-site customer visit.

7. Accessing customer data.

8. Performing a customer technology audit.

9. Collaborating on an implementation plan.

10. Meeting with the legal, compliance, risk management, and vendor management teams.

[Excerpt from my new book — “Stop Hustling, Start Scaling.”]

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