June 26th is 8 days away. At 5am, the gun will go off and I’ll take my first step in the Western States 100 – a 100.2 mile ultra-marathon from Olympic Valley, CA to Auburn, CA. The course includes more than 18,000′ of elevation climb and day-time temperatures of more than 100 degrees. I […]
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Unless you’ve got a Prospecting Partnering System in your #sales process. In prospecting partnering, what you really need to do is project management. So unsexy. It’s not fun. But if you don’t do it well, demos are going to be the place where your sales opportunities die. Listen to the full podcast here: https://salesqualia.com/daily-dose-prospecting-partnering-system/
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“If a prospect you’re talking with tells you, “I’m making the decision on this,” then that person is assuredly a vampire. Even if they are the ultimate economic buyer, it’s rare that they are going to push a new product or service on their team without at least consulting them first. What that vampire is […]
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Discovery: You want to identify your customer’s problem and the buyers that need to be involved. Implementation: Look at the pay-off or the Return on Investment (ROI). Plan of Action: Always have a Plan of Action for doing the implementation and making sure that your customers are getting the outcome that you’re promising to […]
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“Ever had a situation in which you’re talking to new prospects and five minutes into the conversation, they ask, “This sounds really great. How much is it?” Gulp. Whether you’re selling a lower-priced subscription product ($100/ month) or an enterprise solution with lots of zeroes ($1,000/month or more), if your prospect asks price in the […]
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