Ok, before you read on, answer the question for yourself. When does the close start in your sales process?
Ok, before you read on, answer the question for yourself. When does the close start in your sales process?
Topics: sales tips
One of the things that we ask new clients to do is create a dirty laundry list. What are all the ways they have a lost a deal in the past? What obstacles came up? What last minute surprises derailed the process? Who put a halt to the deal that was about to go to procurement?
Eventually the list grows to include things that created unhappy customers. What expectations were unclear? What things went wrong that were out of your control?
Topics: sales tips
There is a lot of content and conversation about the need to prepare and do your homework before you get on a sales call or into a meeting. And that’s a good thing. But like note-taking, when is too much of a good thing? When does preparation become a bad thing? What should you look out for to know when enough is enough?
Topics: sales tips, sales conversations
***This is a client guest post by Kristin Dennewill who started her career in international management consulting and has lived and worked on four continents. This background gives her a unique perspective which she brings to her clients at Denamico, the inbound marketing and COS web development agency she co-founded in Minneapolis, MN.***
Topics: sales coaching, sales tips
One of the books I read recently was Small Town Rules: How Big Brands and Small Business Can Prosper in a Connected Economy. There are lots of great lessons and tips for both small businesses and enterprises to grow in the connected economy. It reminded me of all the things I had experienced and observed living and working in a small town.
Topics: inbound, social selling, sales tips
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