“If you propose collaborating on an implementation plan, and the prospect tells you, “Let’s wait,” or “Draft something up and send it to me,” then you know you still have more selling to do. ???? (BTW – I’m running a LIVE training for B2B startup founders in two days —June 3rd. See link below. There […]
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3 Things I’m excited about – #1: The last stretch of training for the Western States 100. I’ve got 50-mile trail run on Saturday, and another 22 on Monday. #2: We’re now proud owners of a baby goat. My wife spent her nights this week building their pen. She’s cool like that. #3: I’m teaching […]
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Let’s say that one of the milestones in your sales process might be “Get sample data from the prospective customer.” (Don’t worry; we’ll talk more about specifics you can include in your sales process shortly.) ???? (BTW – I’m running a LIVE training for B2B startup founders on June 3rd. See the link below.) In […]
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“In the final 30–40 percent of your sales meeting, explore what the next steps should be in the sales process. This is where you absolutely must take control of the sales process by proposing and establishing specific next steps. ***BTW – I’m running a LIVE training for B2B startup founders on June 3rd. The link […]
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You’ve completed the BIG demo. After the demo, the lights go off and everything goes dark. Why? They have seen the product and feel that they have received a lot of information—They don’t need you anymore. Instead of thinking about doing a “follow up”, TAKE ACTION. BTW – I’m running a LIVE training for […]
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