Do You Know How You Won?

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How did you win your last deal? Why did you win that deal? Was it because you had the lowest price? If that is your company's strategy that is a good and proper reason. But it isn't likely that this is how you won (even if you believe that price is what causes you to lose). Was … [Read more...]

The Real Proof Provider

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Case studies. ROI analysis. Client testimonials. A slick full of logos. Third party validation. References. Awards. Years in business. Number of locations. Global footprint. Press releases. Any and all of these can be useful proof providers. But it depends on what you are trying … [Read more...]

The Truth About Buyers

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Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider. Buyers are too busy to be bothered with salespeople because they already have as much information as the salesperson. Salespeople aren’t … [Read more...]

Choosing Your Sales Process Instead of the Buyer’s Process

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Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]

Now That We’ve Won Your Business, I’d Like To Learn A Little About You

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I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting. What? When we have the kick off meeting? You're probably wondering how the … [Read more...]