They key here is to make it easy: ask questions that would form the basis of a testimonial, write it up on the customer’s behalf and send it to them for their quick approval. Chris and I try to stay…
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know a landscape well. His ill-fated fourth…
When you’re in combat or arguing with a client, you are automatically pushing them away, regardless if you’re right. When you’re in conversation, the buyer is staying engaged with you. Are your client and prospect conversations often turning into a form of verbal combat?…
Making the choice to build a spiral pipeline for your sales starts with engaging three core activities in your organization. And continuing these three core activities every day. Don’t Settle for Living in a Boom-Bust Sales Cycle This is the…
Stop thinking your job is done when the contract is signed. Stay on the ground. Remain active even after the deal is closed. Redefine Closing the Sale It’s time to reframe how we think about closed business. That’s the key…
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output. Drastically Refine Your Sales Pipeline This Year Understanding that no two sales pipelines are exactly…
As you work to make sales, it’s easy to fall into the trap of thinking you know what your clients want and need. However, it’s likely that you have overlooked some of your clients’ needs or haven’t recognized that their…
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there is one in particular that should…
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the people you choose. At first glance,…
Data can do more than tell you facts about your own business. It also can reveal important information about what’s going on with your competitors in the marketplace. How to Be Data Savvy In this new four-part series of articles,…
- Colleen Francis
- https://www.engageselling.com
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