The sales process doesn’t end with a signed contract, in fact, it may have just started. An enterprise sale may take 3, 6, or 12 months to “close,” defined traditionally as getting a signed contract. But… this is where the work begins. Develop an implementation strategy plan with your new client, documenting the steps and […]
VIEW POSTBefore you jump into a standard demo, tailor your presentation to your prospect. If your client is based in the Southeast, don’t show data or a use case from California because it’s easy. Make the presentation relevant so your prospect can begin visualizing how they will use your product with their organization. More about the […]
VIEW POSTIf you choose one aspect of your sales calls to improve upon, it’s your questioning strategy. Play a game with yourself – see how long you can go in a sales conversation before mention your product or services. We’re all proud of our products and all of the wonderful features and benefits. But until you […]
VIEW POSTFor example, when a prospect requests a trial of your software before presenting to senior management, ask the prospect – “Is that a critical path to getting approval?” Just because a prospect makes a suggestion, you don’t need to accept it. The call should be collaborative. More on this here:
VIEW POST