Our blog from a few weeks ago was on the topic of preparation before making an initial call on a suspect. We stopped at preparing your pitch. To continue forward, what are some important elements to consider or utilize as you prepare to pitch. As a starting point, lets begin…
There is an old saying, “If you fail to plan then you plan to fail.” In the world of complex sales (the stakes are high), preparation is foundational to every phase of your sales process. I would argue it is most critical during the initial phase or what we call…
To be certain, there are Sales Leaders that are not a cultural fit or do not have the requisite skills to accomplish the mission and should be replaced. What I am referencing as a point of discussion and debate is the “quick fix” that organizations may arrive at when Sales…
When you think about it, a Sales Process is the reflection of your Sales Strategy and defines “How You Sell”. Only 50% of companies would admit to even having one. If you believe you have one, ask yourself who created it and when? Is it truly reflective of how you…
The term Value Proposition may be the most over used and misunderstood business phrase since Partner. Organizations often use Value to describe generic, unproven statements about their product or service that could also describe any of their competitors. If you are curious about how your organization views and is aligned…