During a normal year people are on vacation for some portion of the summer, including your competition. This year, as you would expect, may have more people looking to take a break. The translation could be MORE opportunities for your business…why? Competitors may assume customers are on vacation Many sales reps assume that customers are […]
Tag: #increasesales
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 […]
Getting your customer to leave a competitor
We all wish this would happen quickly. However, many times the customer perceives risk in change. Some thoughts on how to make the decision to change more comfortable for the customer… Understand impact of change on customer Depending on the size and complexity of your prospective customer, changing partners can have wide ranging impact. Sampling […]
Challenging getting to executives at your client?
Sometimes executives at client organizations are elusive. They filter who they choose to spend time with. The question for you is…who can help you connect and how do you manage that relationship? Do not steamroll Administrative Support Whether the executives at your client are working in person or remote, they likely have someone helping them […]