A few weeks ago I wrote about one of our clients whose sales manager who still sold and would take opportunities from him. He was a generally toxic manager that was a burden to work with.
On a previous coaching call when our client, let’s call him...
It’s the end of the calendar year and the topic on everyone’s mind, in their inbox, and at the water cooler is- how do we close these last deals? What do we need to pull out of the hat to meet our goal in these last days? What can really be done to...
A little background: This question has come up several times over the past few weeks, but with different variables because everyone’s business and situation is different. When I start noticing patterns in...
First thing on Monday morning one of our inside sales clients, let’s call him Scott, told us that their manager insisted that they send a proposal to all the opportunities in their pipeline that “might possibly close this month.” Didn’t matter what...
Yesterday was the beginning of 4Q16 (the beginning of the end), and I got up early to make sure I had time for plenty of coffee, yoga and reflection before I started the day with 90 minutes of back to back coaching calls at 8am. It`s not very often...
This is a question that came up several times last week and twice this week already. First was from a current client who is a salesperson at a small but growth focused technology company. Like many other small and growing companies, there is a small...
What do you do when your buyers stop responding to you?
This is one of the most common situations we encounter in coaching and it is always interesting to see how different salespeople and leaders react to it.
Ok, before you read on, answer the question for yourself. When does the close start in your sales process?
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...
How many headlines a day do you read about "hitting your quota"?
Jeez! It's not about hitting your quota is it? Aren't your goals bigger than your quota? No? Hmmm, maybe that’s why you can’t hit your quota?
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