“Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective customer is “problem unaware,” this means that you will need to invest a significant amount of time with the prospective customer to help him or her see the magnitude of the problem, find the right […]
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“Recognition of needs, the first stage, is exactly that—analyzing the prospective customer’s need. Your job as a seller is to identify and qualify the problem the customer has to solve—Does the customer have the core problem that your product and company solves? and Is he or she aware that the company has this problem? This […]
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Neil Rackham and his book, Major Account Sales Strategy, influenced much of what I’ve learned about the stages of the enterprise sale.24 In his book, Rackham uses data collected from observing thousands of salespeople and sales opportunities. Through those observations and by analyzing the data collected, he identified that there are four primary stages of […]
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“Managing your sales pipeline can be a frustrating process, especially when you’re relying on the buyer’s process for buying. The key to managing a sales pipeline, and each sales opportunity in the sales pipeline, is to have an objective view on each deal so that you can identify the appropriate actions that need to be […]
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“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase. A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, […]
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