Is it worth it? Every risk has a downside associated with it, and it becomes a key metric in evaluating your opportunity’s probability of success. Great topic to review with your manager to assess the resources required to mitigate the understood risk. Also need to asses its impact to your overall pipeline’s expected performance.
Continue to revive yourself on a daily basis, and become a true zombie salesperson. Define your own formula to refocus your entire purpose on the opportunity at hand. Be that zombie, bring it home and get ready for the next one.
Is that truly possible, you may ask, and the answer is that it’s a moving target according to your sales plan. Stay focused on forward motion at all times .. all steps are equally important. Keep your sales plan current in order to improve your odds of securing the opportunity. If you don’t have aContinue reading “Maximum Efficiency”
Say it with a sincere uncommitted meaning. Need to practice that and use is it as needed. Said incorrectly could destroy the opportunity. Just never say “thank you a lot” unless you have to. Thank you.
Internal competition is formed when two separate market revenue sellable solutions have simultaneous customer suitability; and you are only compensated on one of the two solutions. Good topic to address with your manager and sales operations. Also an opportunity for you to improve your value proposition statement in order to remain competitive. Keep you skillsContinue reading “Internal Competition”
Easier said than done, yet critical to your company’s continued success. Most folks understand “team”, but it’s the “work” that salespeople often skimp over. Work is time spent. Work with management to work on reasonable team goals that benefit all team members. Problems with team effort arise when not all members contribute equally; slippery slopeContinue reading “Effective Teamwork”
If you are feeling mentally or physically challenged seek immediate professional help. We all handle stress differently, but its something that needs to be conquered in order to deliver outstanding consistent results. Remain curious and willing to find a solution that gets you over the finish line before time runs out. Wake up … getContinue reading “Handling Stress”
Trust needs to earned and sustained. Not always the easiest thing to do. Assign a “trust factor” color to each account. Review ways to validate and improve opportunity’s trust factor with your manager and peers. Always trust yourself.
Just because it’s a claimed fact, it doesn’t make it so. Say it ain’t so joe…. Make sure to do a base line web search for what you believe to be a fact. All facts over time tend to be less factual. Your facts should span your Customer’s future horizon.
Speaking for myself, nearly all decisions I make are backed by an emotional state. It’s a good guess that your Customer’s behave in a similar way when confronted with a decision. Take note of your Customer’s emotional state – good mood, bad mood, not focused, etc. Adjust your conversation to help your Customer focus onContinue reading “Emotional Selling”