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Trigger event types

This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out [...]

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Don’t just check in

Nice post by David Brock. I went on about “just touching my base” here. It drives me nuts. I’m glad David agrees (smart dude!) “Checking In,” Is Not A Next Step! For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience.  I try to rein it in–I’ve [...]

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Show me the money

“Show me the money, Jerry” Those are the words from a classic movie scene in the film Jerry Maguire (see the video at the end of this post). It’s also a great phrase to keep in mind when selling to senior executives that will sign off on your deal. I saw an example of this [...]

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Do you value your selling time highly enough?

“As we discussed, I’ll get back to you with ideas and the data you requested on A, B & C” That’s how an initial meeting ended recently with a technology sales person. In general, I liked the way this sales person ran the meeting with us. She started the meeting by asking questions to discover [...]

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Deals Have Momentum

Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind. They want to be sure they are making [...]

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Close don't Propose

Don’t Propose. Close.

I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. Deals are. Closed deals.

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Proposal Gone to Neverland

Has Your Proposal Gone to Neverland (Part II)?

In a previous piece about proposals I said that you should try to avoid producing proposals without selling all the decision-makers in the sales process first. I thought it might be useful to say a little more about how to correctly develop a proposal (actually a “statement of work” – see my previous post for [...]

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Sales Calls: 14 Preparation Tips

An IDC study from last year revealed only one out of six sales professionals were “extremely prepared” for an initial meeting with a customer. 57 percent were either not or only somewhat prepared. Ouch! Even cutting ourselves some slack this is a pretty poor result for us sales professionals. Clearly we have some making up [...]

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Top 20 Sales Books for a Sales 2.0 World

It’s a question I’ve been asked a lot over the last few years. “What are the best sales books?” Here’s my top 20 sales books somewhat in order (putting them in order is super-tough for me as it’s like choosing between children but I took my best shot). If there’s enough interest I’ll dig down [...]

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As the Market Drops, Don’t Be a Closer

The sky is falling. Well, the stock market and many of the great behemoth financial firms that I have sold to over the last dozen years are. Let’s say many of us are not in the most upbeat mood right now. And how does this “macro economic tension” tend to show up in sales organizations? [...]

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