Within each model phase there is a series of activities along with required milestones for moving the sale forward. In many cases it is important these activities happen in a specific sequence to maximize the impact. For example, when cold-calling a prospect, multiple communication vehicles can be used such as letters, faxes, e-mails, etc. It's important to plan the order in which those elements get sequenced and when follow up calls should be made. By developing a graphical representation of the process, reps simply have to "connect the dots".