Posts by Triple20

Why Deals Get Stuck

Deals get stuck because sales did something wrong. So, if the deal is worth it, find out why it got stuck, and whether there is something you can do to get back on track.

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Do You Know your Win Rate?

Many sales opportunities end with “No Decision” where the prospect chose to live with the pain rather than change the status quo. They have not bought your solution, nor have they purchased your competitor’s. Imagine what it would mean to your company if you could win some of those deals.

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Three Resources for Effective Discovery

Discovery is the most misunderstood part of the sales process because it is not about asking questions. Instead, it is about understanding what the prospect wants to achieve and evaluating whether or not you can help. The goal is to determine whether there is a strong enough business case to win the deal, and if not, to get to a ‘No’ fast.

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It’s Not About Working Harder

When sales results aren’t as expected, there are only three variables; people, product, and process. Refining the sales process yields the best results in the shortest amount of time because process becomes the blueprint for success.

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What’s Your Pivot Point?

The Pivot Point is that one central theme, or key attribute of a company’s product or service around which the branding strategy, product strategy, and sales strategy revolve. If the message is not clear, concise, consistent, and compelling, then the impact is lost.

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Two Strategies for Minimizing Objections

It takes a ton of work to get to a sales conversation, perhaps as many as 6 to 8 quality interactions with a prospect. So, why don’t sales reps spend more time anticipating potential objections that might derail all that hard work?

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Why an Outsourced Sales Manager is a Smart Investment

In small companies, CEOs often make the best salespeople because they know the product so well, but it’s unrealistic to think that a CEO can manage the sales team effectively and advance the business. For small companies, an outsourced sales manager can be an attractive alternative.

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What to Expect with A Fractional Sales Manager

As sales traction builds, the founder often becomes the sales manager by default.  That’s an important job, but business owners are typically too busy running the company to be an effective sales manager, and the company may not need a full-time sales manager. Here’s another option.

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