It is the end of the period and you must motivate your sales team to close opportunities to meet your revenue goals. What do you do? If you know and understand the behavioral science that drives our human actions. Pursuit of short term goals is full of unintended consequences. As William H. Murphy, Associate [...]
"We are in the business of influence. One format that is synonymous with sales execution is the customer presentation/demonstration” Typically presentations go something like this: The presentation is derived from the “master slide deck” (aka not created for the specific prospective customer or their needs; this is not about the prospective customer – this [...]
How many times have you heard the phrase “feed your eagles” (a phrase coined by Professor Derek Newton of the Darden School of Business and Management at the University of Virginia)? Eagles are the élite sales people, those who hit their targets, no matter how difficult. While many sales leaders want to think that their [...]
It is the lifeblood of any business. Without revenue, the enterprise will cease. Each week, sales teams (including yours) are having “pipeline status” discussions. These discussions may have different names but they all have one goal in mind – what will close when. Understanding and monitoring the health of the “pipeline” is one of [...]
“Assured reliance on the character, ability, strength, or truth of someone or something; one in which confidence is placed; dependence on something future or contingent : hope…” Merriam-Webster Trust - We all know what it is. We all know it is essential in our interactions with others; we even profess to be “trusted advisors” [...]
Just for fun Google “when prospects won't return your calls” and see what happens. My search returned 33,700,000 results in 0.32 seconds. Do you think this is an issue for everyone? All you have to do is look at the advice found in my search: 8 reasons why your prospects are not returning your [...]
The Urban Dictionary defines “hockey stick” as “a line graph that stays relatively flat for most of its length then spikes upward abruptly near its end….” Does this describe how your revenue stream looks? If it does, bear in mind that while you may have “made your numbers”, those numbers were realized at a [...]
This advice may sound ridiculous and counter to what every sales person attempts to accomplish when engaged with prospective clients. Strong sales people are supposed to “close” the deal; make the buyer see things their way, pressure the buyer to make the purchase now ( found somewhere in many proposals…”this offer expires in x [...]
Evaluating RFPs So the sales team has just received a Request for Proposal (RFP), and it is from a prospect that is "on your target list." What an excellent opportunity to connect and finally add them to your client list - Exciting, Incremental Revenue, Achievement, and...(and emotionally so on). All you need to do [...]
