The sales process doesn’t end with a signed contract, in fact, it may have just started. An enterprise sale may take 3, 6, or 12 months to “close,” defined traditionally as getting a signed contract. But… this is where the work begins. Develop an implementation strategy plan with your new client, documenting the steps and […]
VIEW POSTBefore you jump into a standard demo, tailor your presentation to your prospect. If your client is based in the Southeast, don’t show data or a use case from California because it’s easy. Make the presentation relevant so your prospect can begin visualizing how they will use your product with their organization. More about the […]
VIEW POSTIf you choose one aspect of your sales calls to improve upon, it’s your questioning strategy. Play a game with yourself – see how long you can go in a sales conversation before mention your product or services. We’re all proud of our products and all of the wonderful features and benefits. But until you […]
VIEW POSTFor example, when a prospect requests a trial of your software before presenting to senior management, ask the prospect – “Is that a critical path to getting approval?” Just because a prospect makes a suggestion, you don’t need to accept it. The call should be collaborative. More on this here:
VIEW POSTLast week, Sean Murphy of SKMurphy reintroduced me to The Three-Minute Rule. It’s very simple: You can learn a great deal about customers by studying the broader context in which they use your product or service. To do this, ask what your customer is doing three minutes immediately before and three minutes after he uses […]
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