Tag: sales coaching

Selling in the coronavirus environment: How to keep deals on track

Since access to your customers is more difficult, getting feedback on how deals are progressing is more challenging as a result.  My March 31, 2020 post was focused on how to have documents “speak for themselves” because having the number and depth of conversations we used to have is more difficult.  Here is great example […]

Selling in the coronavirus environment: Presentations, proposals need to speak for themselves!

How is the use of video conferencing impacting how your presentations are going?  Are the same slide presentations and proposal documents working well?  When we were all presenting in person, we could leave certain aspects of the proposals for conversation because it was easy to read the customer’s interest level.  Spending some time reviewing your […]

Managing customer relationships given Coronavirus related restrictions

Before we all had to start working from home we had a lot of options for managing existing customer relationships.  Maybe you had easy access to key customer contacts and could have informal discussions.  Walking into someone’s office was a possibility.  Recurring meetings you may have had could be informal because you were in the […]

Managing communication when pursuing a large/complex deal

Managing communication internally with your team and externally with the customer can be the difference between winning and losing a large/complex deal! Why does communication need to be managed? When you are pursuing a large, complex opportunity there are numerous people involved and a lot of information is flying around.  Just look at the themes […]

Understanding your competition

Over the past week or so I have covered three important components of a sales pursuit strategy: 2/14/2020     Key contacts and their roles 2/18/2020     Mapping the customer’s decision process 2/21/2020     Customer decision criteria This article focuses on understanding your competitors and what they may be doing.   Learning about your competitor’s approach to the opportunity is […]

Understanding your customer’s decision criteria

Over the past week I have covered two important components of a sales pursuit strategy: 2/14/2020     Key contacts and their roles 2/18/2020     Mapping the customer’s decision process This article focuses on identifying each key contact’s decision criteria.   Gaining a solid understanding of this information will help you align your proposals, presentations and discussions to the […]

Mapping the customer’s decision process

In my 2/14/2020 post you have an outline of roles key customer contacts can play and how they may evaluate solutions they are considering.  The next step is to clearly understand the steps in the customer’s decision process.  Attention to detail is critical for this step. Upcoming posts will be focused on understanding decision criteria […]