Friendly buyers show up on time, they’re prepared and they have information. Executive Sponsors have the problem that you solve, the urgency to do it and the authority to accomplish it. Five behaviors that are requested of the Executive Sponsors are: ???? Can you convene the customer? ???? Can you prioritize for them? ???? Can […]
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“Think of the recognition of needs stage as the “no demo” stage—I absolutely, positively forbid you to do any product demos while in this stage of the sale. Save the demo for the next stage of the sale—evaluation of options. As an entrepreneur, and too often with professional salespeople, the product becomes a crutch. We […]
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“The size of an account and the size of the price are based upon the size of the problem.” -Tom Searcy Price is based on the problem and not urgency. In this segment of my conversation, Tom talked about problem, price, and target filters. Listen to the full podcast here: https://salesqualia.com/ep-117-hunt-big-sales-a-conversation-with-tom-searcy/
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Most companies have the vision to build a billion-dollar company, but really, their intention is to make an #impact, solve #problems, and help their #customers. In this segment of my conversation with Tom, we talked about growing your sales team and solving problems for your customers. Listen to the full podcast here: https://salesqualia.com/ep-117-hunt-big-sales-a-conversation-with-tom-searcy/
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To establish repeatability, there are three challenges that startups need to overcome. The first challenge is focusing on lead generation. In the ramp-up stage, startups can’t rely solely on their founder’s network and introductions to help them contact their next paying customer. Instead, a startup needs to develop and deploy a prospecting plan of action— […]
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