A vital part of evaluating an opportunity is learning all about buyer process of your prospect company. More broadly, it is an important overall factor in sales account management. Purchase decision making within a company can range from simple to complex. In smaller companies, it can often happen that purchase approval is made by a ... Read Post

Simply put, every organization out there wants to close more sales, but in most cases, sales aren’t where you want or need them to be. According to a 2016 Sales Benchmark Index report, more than 80% of CEOs feel like they have an inefficient sales process. Most of them think that their company makes it ... Read Post

I’m often asked “In selling, how do I justify my pricing strategy to my customers? How can I make them see that my product/service is worth the money?” There are two parts to this. I’ll cover how to overcome price objections later, but first an important reminder: before you can tackle any price objections from ... Read Post

Within many sales strategies, BANT—Budget, Authority, Need and Timeframe—has been a handy salesperson tool for decades. Throughout the world sales reps keep it firmly in mind, and use it as a mental checklist in qualifying an opportunity. Sales managers routinely remind their sales team members of it so they’ll use it. Each of these components, ... Read Post

A deal, or sales opportunity has a life of it’s own. When we win, life continues. When we lose, you can say the deal has died. Dead or alive, it’s not a bad idea to understand what contributed to the cause. In this blog we’ll open up an old dead lost deal file and see ... Read Post

What separates run-of-the-mill sales leaders from the amazing ones who standout in a crowd of their peers is their proclivity to engage in the sales operational activities that further the strategy of the organization. Unremarkable leaders are content to hang out in the clouds and deal with concepts and high level sales strategy with little inclination ... Read Post

What is a sales opportunity? It is an account or contact that has now been qualified. They are now in your cycles cycle and, for the time being at least, are committed to working with you. You have been in touch with them and have talked at length, and you know their needs and requirements. ... Read Post