Lesson 5. Your Selling Architecture

Most business owners and sales executives have not adopted a selling architecture that Kraig refers to as Specialization. Specialization is deploying two groups within your sales team. The first group dedicates itself to setting appointments. The second group closes the deals and books the revenue. In this album, Kraig challenges you to re-examine your current selling architecture so as to include both dedicated appointment setters and dedicated closers. Kraig will share with you the mechanics as to why and how this model boosts selling efficacy.

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