“Managing your sales pipeline can be a frustrating process, especially when you’re relying on the buyer’s process for buying. The key to managing a sales pipeline, and each sales opportunity in the sales pipeline, is to have an objective view on each deal so that you can identify the appropriate actions that need to be […]
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“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase. A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, […]
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“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
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“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can get it approved.” And yet you can be miles and miles away from a sale. These situations will suck the life out of you and your company. That’s why I think about these people as […]
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“Well, look, how do you price your product, or what are some of the factors that go into pricing?” That’s where you might respond with this kind of answer. There are a few factors that affect price. The first is the amount of configuration and implementation support you need; the second is the number of […]
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