Glossary
Upfront contracts
Showing transparency into the sales process and asking the prospect to buy-in.
An upfront contract is when a sales rep opens an interaction by quickly describing the agenda for that call- and for the sales process as a whole- then asks the prospect if they’re comfortable with that.
The more transparent you are, the less surprises you'll get. If your approach to the sales process is to just wing it, then you can't be surprised if they have the same approach with their decision making process.
The more transparent you are, the less surprises you'll get. If your approach to the sales process is to just wing it, then you can't be surprised if they have the same approach with their decision making process.