Archive for October, 2009
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Oct 28, 2009
No CommentsHow to stay strong in your tough deals
One thing that I see time and time again (and frankly have done myself), is that when the selling is getting tough, and the customer is getting demanding, it’s easy to tell yourself that if you do what the customer demands you will then win the business. You may hear them say something like: The...
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Oct 21, 2009
1 CommentEnough training!
Training is a good thing – I got a lot out of our last training class. Chip Doyle (http://www.train2improvesales.com/) was awesome. I got a lot out of it. The results were not so good with our tech team. We included them to make sure we were all on the same page. They took the training...
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Oct 18, 2009
No CommentsTime off….
Taking a vacation does give you a sense of perspective. I worried all about what would go wrong – I took time to make sure everything was set before I go. Then, I sat there and had nothing to do. My last afternoon before the vacation was spent staring at my screen doing nothing. Geez,...
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Oct 09, 2009
No CommentsGetting from here to there
A buddy of mine was telling me about a deal he was working on. Current customer, selling new product to them, he has won the deal, price is right….the only thing is that the guy asked for 0ne more demo. He wants to see the product working in a specific environment blah blah blah. My...
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Oct 07, 2009
No CommentsSell to customers, bosses, and partners
I was working with a customer on a specialized deal: new product on our side, deep discounts wanted by the customer, no purchase to next year, and with a reference agreed to by the customer. We worked out a good deal for the customer – it did require some amazing discounts. Everything looked good, but...
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Oct 07, 2009
No Comments3 signs for a qualified opp
It always seems to start with Salesforce – someone has to decide when to put an opp in the system. I’ve lived through all the gameplaying people who get nervous to put an opp in there….the point here is to figure out what is the bare minimum for a qualified opp. Basically, I came up...
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Oct 06, 2009
No CommentsGetting people on the same page
OK, you’ve been selling for a few months. You figured out what is good and what is bad – you know who the ideal target is. You’ve closed a bunch – there is plenty more out there. Now, though, you hit a wall. Something is missing, and the people in the *^%$ department just aren’t...
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Oct 06, 2009
No CommentsLove ‘em and leave ‘em
All of a sudden, the economy gets better….the deals start coming in, and the entire sales team is happy. You’re the manager there, and everything is groovy. Salespeople call to chat….pretty soon you’re chatting about the nice “move” you did on that last call. Then, you think back about 2 months ago. The economy was...
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Oct 02, 2009
1 CommentThe Power of Asking!
I deal with different sales people, various customers, and services and technical people both at my company and at the companies I am selling to, and when things get difficult I constantly rely on the Power of Asking! Want to know if a customer is going to buy your software? Ask them! Is the customer...
