“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 […]
VIEW POST
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 […]
VIEW POST
“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 […]
VIEW POST
“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, […]
VIEW POST
“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
VIEW POST