Salespeople are masters at taking the right actions, listening to customers, asking questions, and implementing a clear strategy. Most of all, good salespeople are usually the nicest people you’ll ever meet because they are genuinely interested in helping other people. Sales strategies are real. They are not underhanded or deceptive. Just like a Java developer […]
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Do you spend a lot of time and effort building the perfect demos? ….Only to get: “This looks pretty cool, send me a proposal.” “This looks like it might help us, send us your deck and we’ll circulate with the team and get back to you.” And then. Nothing. Nada. Crickets. Tons of startups suffer […]
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1) Configuration & Implementation, 2) Platform & Users, 3) Professional Services 1 – Configuration & Implementation – This is all the work that goes into getting 100% up and running. For heavier enterprise software, this means integrations with other systems. Then there’s training and phased implementation You can add this to your pricing package, then […]
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“The prospect asked me a question [or a bunch of question…] via email about… Price, Product, Integrations, timing, etc. etc. etc.” What should I do? Pick. Up. The. Phone. 3 key reasons why: You need to learn the question behind the question(s). “Can you send me a data flow diagram?” Isn’t a question about how […]
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Build a PIT Crew – A Project Implementation Team Most of all, get your customer ACTIVELY involved – give them JOBS to do… Not just “oversight…” Not a “committee…” Not “an advisory board…” Think ACTION & IMPLEMENTATION. Think about a race car team – YOU are the driver of the car, racing around the track, […]
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