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Having success in sales has been the result of hard work and proven systems. Today, Dale shares his framework for owning the sales process and closing the big deals. In it, he explains the benefits of using a Joint Engagement Agreement (JEP) in order to really uncover the purchasing process within companies, and it allows the customer to own the process and come away with a win for the company.
Sales people focus on the sales process with very little consideration for the buying process. Sometimes sales people don’t want to ask hard questions because they don’t want to hear the answer. Using the JEP  is a way for you to shepherd your contacts at the opportunity through the buying process, and in turn, it allows your contact to be the one to deliver a win to their company. That automatically makes your contact a champion for you within the company.
The framework Dale shares is his secret weapon to have fewer deals fall out of his pipeline. Dale explains why the better you are at managing your pipeline, the better the entire company can become. “Pipeline cures all evils” is a mantra Dale lives by!
Join Ryan and Dale for this and other tips on getting more deals completely through the sales process.
If you want to learn more tips like this for FREE grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about: https://www.smbuiltfreedom.com/pod
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Ryan Staley
Founder and CEO
Whale Boss
312-848-7443
ryan@whalesellingsystem.com
www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy
ABOUT THE SHOW
How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.
This is where Scaling and Sales are made simple in 25 minutes or less.Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecretsSee omnystudio.com/listener for privacy information.