Are you preparing when you’re going into a meeting with a prospect? Some things you want to think about are: What are the key outcomes we want to achieve? What is going to be the next three steps to propose to the prospect? How do you present your pricing? Are you practicing what you will […]
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This means you can’t skip steps in your sales process. You’ve got to think about your selling process as well as your buyer’s buying process. Most of your buyers have never bought a product like yours before. They don’t have a checklist. Your product is probably to replace manual processes (spreadsheets or SharePoint) or people. So […]
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When I begin working with a new client, one of our first activities is to review the current sales pipeline. A common trend across almost all my clients is that the CEO and teams tell me about how they’ve had a couple of good conversations with XYZ company and that they “hope” the deal will […]
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It’s less than 3 days from the race start – the Western States 100 – an ultra-marathon from Olympic Valley in the Sierra Nevadas to Auburn, CA near the Sacramento Valley. I didn’t sleep well two nights ago – waking up at 1:30am with some pre-race anxiety. That’s normal, and expected. Having a few […]
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“How do you know if the conversations you’ve been having are moving you forward in your sales process? Setting key milestones allows you to measure your progress along the way, especially in selling to the enterprise where the sales process can take months or even years. Often, it’s hard to be objective because we have […]
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