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 […]
Tag: salesprocess
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 […]