Tag: sales strategy

Clients picking apart your pricing?

Clients will frequently want to know about pricing as early as possible.  How you present your pricing can directly impact the rest of the conversation with the client.  How to eliminate getting picked apart by clients… Stay away from line item pricing Line item pricing enables the client to question every line.  This puts you […]

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 […]

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? […]

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 […]

Getting the customer’s attention in challenging times

The current coronavirus situation is, of course, creating enormous challenges for many businesses.  Challenges of this magnitude will turn the customer’s attention internally.  They are less likely to “make a change” in the midst of these issues.  How can you provide value and/or get their attention? Identify the challenges they are facing Focus every possible […]

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 […]