Tag: winning deals

The Gist:

• Velocity is the time it takes to win a deal once you create it.
• Velocity is limited in value because its measures don’t include the time it takes to create a deal.
• You can improve velocity by professionally pursuing…

It’s easy to love winning a deal, especially if you happen to be naturally competitive. You acquire a new client, your client gets the results they need, and as a bonus, you beat your rival. The same dynamics make it son to hate losing, especially…

Follow this link for ideas about how you win big deals in B2B sales. Read on to learn how you might lose big deals you might have won had you approached it differently.

Transact Instead of Consult

If what you sell is not complex, meaning it is…

Winning a new deal is complicated. Not only does it take time, but it also takes effort. If you don’t invest the time and effort, you are unlikely to win your dream client’s business. But you are not the only party that has to put forth the…

Playing the game is not the same thing as playing to win. You can play the game, simply going through the motions, without intention, without being mindful, and without a spirit of competition (found in this book). This is nothing more than…

Sometimes you miss the opportunity to do your very best work on a sales call. Sometimes you leave without all of the information you need to really help your client. Sometimes you leave without gaining access to the people that can help you to…

As you work through your sales process, there are outcomes that have to be obtained so that you can win and so you and your solution will be chosen. There are also some outcomes that have to be obtained so that your solution will succeed in…

Once in awhile you have an insight that is both simple and brilliant. Oh . . . I haven’t just had one of these. But my friend, Dave Brock, has had one, and I have been fortunate enough to discuss it with him at length.

Dave’s post today, The Most…

Your sales process is more than likely built around some of the iron and unbreakable laws of sales. One of those laws is that you diagnose before you present. Why then do salespeople go into presentations without having what they need to present…

The space at the bottom of your sales funnel is just wide enough for you to get a deal through. You can think of the size of the bottom of your sales funnel as your personal sales capacity. It represents your ability to get a deal from target to…