Forecasting Big Deals and Winning them is about to get way more difficult. Organizations everywhere are re-visiting their budgets and prioritizing which projects to fund! Helping your team decide which campaigns to pursue will be a real test of sales leadership moving forward. Join me (on April 30th at 11:00 am ET) and the Canadian …
Sales teams! Here’s Question #10 in our 10-part LinkedIn video series. If you’re involved in a complex sales campaign, ask yourself this one last question, BEFORE its too late! We’ve all received that dreaded phone call from a prospective new customer. The thanks your proposal was excellent but, you really got our attention but, you were …
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Sales teams! Here’s Question #9 in our 10-part LinkedIn video series. How are you Ensuring Customer Success… BEFORE you get your PO? A lot has been written lately about this “new thing” called customer success! New job titles have even popped up called Customer Success Manager or Client Advocate … but in the end, one of …
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Here’s Question #8 of 10 Top Questions you should be asking. How are you Setting Expectations with partners in your complex sales campaigns? Most vendors today are trying to do more and more business with channel partners, so they can increase their reach and reduce their cost of sale. And channel partners are trying to …
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Sales teams, here’s Question #7 of 10 Powerful Questions you should be asking. How are you developing a WINNING EDGE in your complex sales campaign (and I’m not talking about your products or services). I’ve reviewed hundreds of complex sales campaigns and this is one of my favorite questions. What’s your EDGE? In professional skiing, the …
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Sales teams, here’s Question #6 of 10 Powerful Questions you should be asking. In a complex sales campaign you’re currently running, who is your primary competitor and what is their strategy to beat YOU? How much attention are you paying to your competition? Some sales leaders will tell you to focus on your own products and …
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Sales teams, here’s #5 of 10 Powerful Questions you should be asking. Other than talking about technology, how can you truly differentiate yourself in the eyes of your prospect? We love our technology don’t we. When was the last time you were presenting to a customer or prospect and got so excited about your solution, that you …
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Sales teams, here’s #4 of 10 Powerful Questions you should be asking. What’s the Compelling Event that will ensure your Big Deal closes when expected? And a follow-on question…that’s even more important. Calendar year end is always an exciting time for those of us who sell for a living. Our hopes and dreams are often …
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Sales teams, here’s #3 of 10 Powerful Questions you should be asking (but probably aren’t) to Ruthlessly Qualify and Win more Big Deals! # 3. How are you keeping track of all the key players in the Powerbase you need to meet and influence, so you never miss an important Stakeholder in your COMPLEX SALE? …
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Sales teams, Here’s Question #2 in our weekly series of 10 Powerful Questions you should be asking (but probably aren’t) to Ruthlessly Qualify and Win more Big Deals! We all know Big Deals are tough to win! The competition is fierce, as everyone is attracted by the size of the deals. Big Deals move the …
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Sales teams, are you Winning your Unfair share of Big Deals? Here are 10 Powerful Questions you should be asking (but probably aren’t) to Win more BIG DEALS! Every Wednesday morning for the next 10 weeks, I’ll share a new video with a Powerful Question from my Sales Course and upcoming book… WINNING THE COMPLEX …
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