How easily can you/your company answer the following questions: How are your leads qualified? How are your leads tracked? This is challenging particularly in smaller organizations. Here is a story from a close friend of mine who runs a manufacturing company in CT that illustrates this challenge. New opportunity, easy to close and it got […]
Tag: #salescoaching
Should you send your proposal ahead of the presentation?
Most reps have wrestled with this question. One approach does not fit all situations. Some ideas that can help you decide how to proceed… Key Factors There are many to consider…here are some of the primary ones: Role(s) of contacts in the presentation? How well do you know the contacts? History with your company and […]
How do you react when the customer says “No”?
The first question in your mind should be “what do I need to learn” and/or “what am I missing”. This, many times, will reveal what you need to find out about key areas including: Timeline and Timing Funding Decision Process Timeline and Timing Customers usually have a timeline in mind…when they want to the solution […]
Ramp up your pipeline quickly – brainstorm with a mentor!
Sometimes ideas for new opportunities to pursue are easier to identify than you might think… How to identify new opportunities quickly and get an action plan in place Contact someone who can act as a mentor Create a grid with customers listed on one axis and product and/or services your company offers listed on the […]
Building trust with customers
A former co-worker of mine at Hewlett Packard Enterprise has a great way of thinking about the process of building trust with customers. Progressing from a first meeting to a customer buying from you usually requires time, patience, persistence and planning. Read below! Meet Me Hopefully the first time you meet a prospective customer it […]
How easy are you to buy from?
Consider how much disruption you have been dealing with over the past several months. Your customers are doing the same. Customers have less time to consider options much less make decisions. They want convenience more than ever before. While maintaining a robust pipeline may be challenging now, demand for what you offer will return. Customers […]
2 questions to differentiate you from competition
Differentiating your “selling effort” whether you are a salesperson, marketing/operations/engineering professional or interviewing can come down to one concept…respecting the time of every person you encounter in your “target” organization. This includes everyone from the person who answers the phone to the executive you are trying to meet with. Why a reminder about basics? I […]
How standing up improves presentations
Since most presentations are virtual for the time being, it is harder than it used to be to share your passion and energy during a presentation. We spend a ton of time sitting as we work from home. Why not do something different to energize your presentations? Thoughts on why this is important and how […]
How close is your CEO to your customers?
You, as the Sales Rep, are the face of your company to the customer. Part of our jobs as Reps is to engage your Senior Management with your customers executives. This might have been easy when your company was smaller. Xavier Lederer, an expert in helping companies adjust to challenges growth presents, and I have […]
Like your Manager? What to do before they leave.
I have had the good fortune of reporting to some great Sales Managers. Hopefully you are reporting to one you like right now. If you do, you might realize that you are in sync with your manager. They understand your strengths and, among other things, shield you from the some of the BS that goes […]