How is the use of video conferencing impacting how your presentations are going? Are the same slide presentations and proposal documents working well? When we were all presenting in person, we could leave certain aspects of the proposals for conversation because it was easy to read the customer’s interest level. Spending some time reviewing your […]
Tag: salesstrategy
Feel confident going into your next presentation
How many presentations have you done in the past few months? What kind of grade would you give yourself on how they went? I know sometimes I have looked back after presentations and realized I could have done a better job preparing. Particularly when you are squeezed for time it helps to have an outline […]
How to differentiate yourself when you are interviewing
Whether selling is something you are comfortable with or not, a critical part of the interviewing process is understanding the competitive landscape. Here are some questions to consider: How many other candidates are you competing with? 10? 20? More? If you cannot get this information, assume you have many competitors…it will make you work smarter. […]
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 […]