12 Key Steps To Selling
12 Key Steps What is the prospect trying to achieve? – Deployment of skilled diagnostic questions Probably require the prospect and/or the Sales Professional doing some homework after initial conversation What objectives are non negotiable? What has happened in the...Sales Teams – 5 Major Actions Needed For Success
#1 Develop more urgency – Processing deals through your Sales Process: I’ve blogged many times about my favorite Sales Process – the Diagnostic Selling approach called Prime, developed by Jeff Thull. Read my summary here. Once deals are in your sales process,...Increasing Sales By Being Negative & The Research
I’m a big fan of scenario planning. In a nutshell you ask yourself to consider a range of possible futures. Not predictions, just examples of different future worlds. e.g. In thinking about your business for next year you might build a view of the world called...A Successful Sales Process Understands How People Buy
As a contract COO I’ve embedded a world-class sales process in several businesses. I’ve covered the details of that process in previous posts. But the success of that process depends on a deep understanding of the procurement process of the other side – the buyer....The Pitch and The Research
It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? How do you pitch your idea? Social science research is always interesting. When...Operational Excellence For Exits
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