In my 4/8/2021 blog post I shared some thoughts about pursuing opportunities when competitors might be ahead of you. Ok…let’s assume you have decided to move ahead while you know you need more information. How you can further qualify the prospective customer while reviewing a proposal… Proposal is a “Qualifying Guideline” Your proposal “tees up” […]
Tag: #remotesales
Competitors are ahead of you…pursue the opportunity?
So you are pursuing an opportunity and find out that competitors are ahead of you or more entrenched than you currently are. Should you bail or continue to move forward? When to continue It can be a tough decision. Some ideas on when you should consider continuing: Prospective client’s interests/challenges align with your capabilities Significant […]
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 […]
Brief Video – Want more success with prospecting?
How you prepare is a HUGE factor…watch this 53 second video for more! Feel free to contact me directly for ideas and/or help on this or other topics! Sign up as a subscriber for exclusive weekly emails with additional ideas on my home page (just scroll down)!
How to approach tough questions from customers
You know you will get them…how to address them? You can either hope you do not get them or take a proactive approach. Likely you will be more comfortable if you are prepared… Tough questions you are likely to hear? There are the common “objections” like pricing, timeline and others. Then there are others that […]
How do you define a “Qualified Opportunity”?
How do you know if you are on a good track toward closing a deal or at least gathering the necessary information? One approach is to start with a clear understanding of how you want to define a “Qualified Opportunity”. Thoughts on where to start… Key criteria No matter what you are selling, the following […]
Brief Video – Learn from co-workers
How you can learn a ton from co-workers and drive more business!
College student interviewing for a job?
In my 1/14 post I shared some thoughts about what is fair/not fair to assume about college students who are interviewing. A common concern I hear from college students is “I do not have actual experience in a sales role”. Employers understand you may not have the actual sales experience, but are (should be) really […]
Brief Video – Why differentiation is critical for Sales Reps
Do you have many competitors? How are you approaching trying to stand out? Some ideas for you in this 49 second video…
When is the best time to contact customers/prospects?
The sudden shift to work-at-home might have made it easier to reach important contacts for a few months. However, companies are figuring out how to have calls screened despite working at home. Some creativity and planning will have you successfully reaching key customer contacts. There are two sides to this story – you and the […]