Selling can be hard work. Sales cycles to organizations small and large can take months. In order to energize your pursuit of the “next deal(s)”, taking some time to celebrate your accomplishment is important. Here is some perspective… Selling tests you in many ways Figuring out how best to approach your customer can be complex. […]
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Deals getting close but not closing?
You have made progress in the customer seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck. How do you proceed? How do you get the deal moving again and closed? What is the customer saying? […]
How your client’s company culture impacts your selling effort
Particularly if you are pursuing opportunities that involve multiple contacts at your client, it will be critical to pay attention to company culture. In talking with Al Curnow – Vice President, High Performing Culture he stated…”your client’s culture can directly impact your selling effort”. Some thoughts on how to be more informed and decide on […]
Learning when you lose a deal?
We all have lost deals. Some were a surprise (some not). It happens even when you have done a great job planning, paying attention to detail and delivered a well-structured proposal. You know the frustration you feel from these situations…I am familiar. How do you get some clarity from the experience and, more importantly, some […]
Distractions in the way of selling?
Managing distractions is not easy whether you are trying to get more comfortable selling or a veteran. If selling is not your favorite thing to do, it is even tougher. You likely know you need to reach out to new/existing/previous clients and partners — your business depends on it. Ideas on how to ensure your […]
Ramp up your pipeline quickly
Have you recently started a new sales role or is your pipeline of opportunities not large enough? Finding new opportunities (and growing your pipeline) may be easier than you think. How do you identify them quickly and get an action plan in place? Contact someone who can act as a mentor Mentors can be someone […]
Why mini-breaks can help you sell more
I used to think endlessly grinding was how I should approach looking for new business. It took me a while to realize that the inevitable fatigue was not yielding the desired results. However, when you regularly take “mini-breaks”, how you feel about your selling effort and the results improve! What to optimize while selling Selling […]
How much do you practice presentations?
Have you ever “winged” a presentation? I know I have in the past…generally, I did not like the results. If you pursued being an athlete, musician or other endeavors, I imagine you invested time into practice to improve your chance of success. How you can approach practice, learn and have some fun doing it… Watch […]
Asking for an order feel awkward?
Particularly if you are new to selling, asking for an order or to close a deal can generate some anxiety. If you have participated in athletic or other competitions, you have heard the term “choking”. No worries…it’s normal. I have been playing tennis competitively for almost 50 years and still get nervous at key moments. […]
Getting “ghosted” by a customer?
This is a common topic…my 7/23/2021 email focused on reflecting on your preparation. I thought some ideas on how you might move forward would help… Do not take it personally Move on…it is business Identify other contacts in the account Who else do you know in the account that might be able to help you […]