Posts tagged with: closing

Being great or the best often isn’t enough. Having a wonderful product, outstanding back office support, and world-class people sometimes just Having a wonderful product, outstanding back office support, and world-class people sometimes merely readies you for business — it...
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Earlier this morning I read a white paper about marketing automation when this stat hit me — the average B2B company closes .28% of all inquiries. I don’t know how accurate that number is or what definition of an inquiry...
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All sales opportunities have a meeting with a prospective buyer where the sale is effectively won or lost. Good planning and preparation before this meeting goes a long way to having a productive interaction and wining the sale. Here are...
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More on creating and managing an accurate sales forecast: be sure you understand the driving mechanism in each opportunity. A driving mechanism is the thing driving a decision maker to make a purchase decision in a given time-frame. Without it,...
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Yesterday, I mentioned I found a number of white papers, reports, etc. I released years ago as part of lead generation activities for my services. I re-released the first paper yesterday and am offering another one in this post. This...
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There are a lot of things a CRM solution can do to help a company stay organized, share information, and track performance. None of which this post is about. This post is about the thing I can’t find a CRM...
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The big meeting is just that, a big opportunity to advance or close a meaningful sales opportunity. Or blow the deal if things don’t go well. There are a number of reasons the big meeting can end poorly, many are...
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No one knows your product, service, or company like you do. No one knows more about how great it is. And no one knows more about its flaws. So, why not use all this insider knowledge to your benefit? Especially...
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Sometimes all you have to do is make a call or send an email.  Just ask, follow-up.  Being there is half the battle.  Often that’s all you need to do to surface a new order — make contact. When someone...
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As odd as is may seem, the purpose of selling isn’t to pitch your product. In fact, your product is pretty much worthless, until you associate it with something worth buying. People want to purchase things that do things —...
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