Points of control are important to understand and master into your sales cycles. Your opportunity has a great chance of closing sooner if you allow the Customer to take control of the situation with you still in control.
Top line revenue opportunities are typically at the top or our funnel. This put at risk existing Customers whose retention value, both financially and emotionally, have to be taken into consideration when creating your daily priorities.
The sales process is laden with objections. View objections as helpful clues to closing the opportunity. Make sure to reflect the necessary changes in our sales plan and forecast status. Pay particular attention to objections that require functional modifications to your solution. Don’t shy away from objections, embrace them and collectively work with your CustomerContinue reading “Objection Handling”
A common question that you need to be able to answer quickly in a positive manner per opportunity. Expect this question from the various internal resources that you are depending on to close the opportunity. The harder this becomes the less likely the opportunity becomes a win for you. The answers to this simple questionContinue reading “What’s Happening”
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.
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”
Don’t lose alone. Important opportunities require management visibility; make sure to reflect the key constructs of your opportunity in your pipeline report and initiate a resource discussion with your manager. This is an exciting period in lifecycle of your opportunity.
Until that commission check clears, there is more work to be done. Until then, start listing out the remaining steps to the finish line. Prioritize and adjust often. The next step could be the one.