Much has been written about how to find prospects on LinkedIn. There are good LinkedIn prospecting strategies and bad strategies out there in the wide open Internet, but in this article, I want to discuss how to cultivate great relationships with someone that you have identified as being a prospect for your product. You should …
I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. A bigger problem, though, was the remaining three that only …
The four salespeople are now 36 weeks before the PO from Glue Works. Who will be eliminated and why?
Read More 36 Weeks Before Glue Works, Inc. Purchase Order Case Study
This case study will help you to understand the Trapper selling methodology. This fictionalized case study is used throughout the book Eliminate Your Competition to explain the more difficult concepts.
In my recent interview with Brian Burns for his podcast, The Brutal Truth, I challenged salespeople to read more. We didn’t explore the content that salespeople should read, though, and this post will dig into that question. Self-development expert Brian Tracy tells us, “If you read only one book per month, that will put you into the top …
Congratulations! You are approaching the end of your sales campaign with a new prospect. Now you need to put the final deal together. In many companies, the salesperson will have to go through extreme hurdles to allow any special concessions to the prospect. However, in some companies (especially in smaller companies), you only have to …
Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that …
If a team cannot identify five reasons why the prospect has a gap between where s/he is and where s/he wants to be, there is a high likelihood that there will not be an order. You need to take it off the Commit List and put it on the Upside List. Organizations do not buy because of pain (“I wish we didn’t have to deal with this problem”); they invest because they want to change their situation – a “needs gap” between where they are and where they want to be (“We absolutely need to do this so that we can achieve nirvana”).
Read More If You Don’t Have Five Reasons To Buy Then Take It Off Your Forecast