Tag: sales strategy

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 […]

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 […]