“…It’s also important to collect anecdotal wins and success stories. If you’re getting a team of people up and running with your new software product, inevitably, you should find a couple of early wins. You’ll soon hear success stories, like “This software is so awesome, it saves me at least 45 minutes every day,” or […]
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“Asking the right questions, the right way is critical in the recognition of the needs stage of the sale. Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into most other types of sales meetings, including lead qualification calls, product demos, meetings with technical buyers, […]
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Earlier in the winter and the spring, I was doing two trail runs which then moved into three for the week. I had to get up early in the morning and get back in time to help out at home. As a husband, a father, and a CEO—it’s important for me to be clear […]
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You still have a potential sales opportunity—the prospect didn’t say “no” or “not interested.” She’s still indicating interest, but you’re still in the same place in the sale as you were a week ago. That’s a “continuation.” Alternatively, in your second call, had your prospect said, “I’ve talked with the team, and everyone is available […]
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We had Todd Caponi do a training on his Five F’s on how to run an effective sales organization. The first F was FOCUS. Who is your ideal customer profile (ICP)? What is your focus market? Automate the decision of which market you are focusing on and which you are not. Get really specific. That one […]
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