In my post on 3/4/2020 the focus was on differentiating yourself in the interview process by doing homework on the company and contacts…becoming an expert. Let’s assume you have done the homework and you clearly understand the company’s strategy/trends, background on the contacts, decision process, decision criteria and timeline. You should now assume your competitors […]
Tag: salescoaching
Navigating the pursuit of a complex opportunity made easier
It would be great if most deals we pursue were straightforward where it was obvious how decisions would be made. However, if the sales cycle on solutions you sell are several months or more it is likely the sales process is not simple. In this and a few subsequent posts I will share an approach […]