Tag: sales coaching

Dealing with a gatekeeper?

Sometimes client contacts are reluctant to help.  Before you write them off as a gatekeeper, consider that there are varying ways in which client contacts may be comfortable helping.  How to start figuring out which one your contact is Depending on the topic the same contact may seem like a roadblock and/or someone willing to […]

Why invest time supporting others

While you surely focus most of your time on your clients and partners, helping others without expecting something in return can be highly valuable.  Ted Pizzo, Senior Vice President – Lockton Companies does an incredible job providing value for many in this way.  More about Ted’s approach and how investing some of your time may […]

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 […]

Want a higher close ratio?

It is relatively early in the fiscal year for most companies.  If your year did not start as you hoped and/or was derailed by the coronavirus situation, now is a good time to look at how you can get more out of your effort.  While working harder may result in more deals closing, adjustments in […]

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 […]