Sales is not a transaction. It is a journey of developing your value and visibility with good prospects. We’ve all heard the stats enough time – the conversion of prospect to customer takes a minimum of five touches. Few recruiters actually map out their five touch points or track their journey to completing them. Crazy? Is that you too?

• The sales journey – big picture review
• The early phase – classic activities for touches 1 – 3
• Mid phase – making you stand out as a contender for touches 3 – 6
• Late phase – making it easy to say yes to you and to give you good quality work
• Closing at each step of the journey and tracking with your CRM