Walk me through your typical sales process from initial prospecting to closing and post-sale follow-up. Which tools and metrics do you rely on at each stage, and how do you use your CRM to manage pipeline and forecast accurately?

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VirtualInterview.AI · Accepted Answer

My process starts with targeted prospecting. I build lists in ZoomInfo and LinkedIn Sales Navigator, then run sequences in Outreach tied back into Salesforce. At the top of the funnel, I track activity metrics: new contacts added, meetings booked, and conversion from first touch to first meeting, aiming for about a 25–30% meeting rate on qualified leads.

During discovery and demo, I focus on clear pain, impact, and decision criteria, logging all stakeholders, timelines, and MEDDIC fields in the CRM. I track stage-to-stage conversion and average sales cycle length so my forecast is based on historical conversion, not gut feel. For proposals and closing, I use mutual action plans and update close dates and amounts weekly.

Post-sale, I schedule a handoff call with CS, set a 30/60/90-day check-in, and log health indicators and expansion signals. That closed-loop data feeds back into my pipeline assumptions and helps keep my forecast within about 5–10% accuracy each quarter.

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