Pay particular attention to the sales process. You may be expending enormous amounts of money and time on landing customers. Using negotiation techniques taught by Victoria Medvec (check out her powerful online “High Stakes Negotiation” course at scalingup.com), firms like Goldman Sachs have reduced sales cycles from months to weeks and from weeks to days. The quicker you can get a deal in the door, the quicker the cash starts flowing — and you thwart would-be competitors.
