What we need to do is develop a system that identifies checkpoints and milestones along the way for each sales opportunity, so that we know where we stand, if we’re making progress, and if we’re marching closer to converting this sales opportunity to a paying customer. We’ve detailed the first four questions of the Q […]
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“One of the toughest challenges in enterprise sales is balancing the customers’ buying process as compared to your sales process. Your prospective customers want to take the lead and be in control of the evaluation and sales process. But we know that if we let them lead the process entirely, that we’ll end up in […]
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During implementation, focus early and often on the seven Rs of customer success.These are: 1. Reconfirm: Give your customers confidence in their decision to purchase your product. 2. Results: Provide and show results as quickly as possible following your launch or “go live” date. 3. ROI: Provide and show, as quickly as possible, how your […]
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The transition from ‘resolution of concerns’ to ‘implementation’ is often subtle. The reason it can be subtle is that we’re dealing with many different people in the organization. If you execute well on introducing an implementation plan as part of your sales process, the transition from selling to implementing can almost disappear. The key outcomes […]
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“In the resolution of concerns stage of the sale, you’ll receive objections about your product, capabilities, and company. If you make it to this stage, congratulations! It means your prospective customer is genuinely interested in buying and implementing your product. Think of this third stage of the sale as the questions-and-objections stage.” [Excerpt from my […]
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