If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?
Tag: managing accounts
Is your mental image of the sales funnel one that is overflowing with new accounts? It’s nice to imagine that all of the business you’ll close this year will be new.
If airline pilots miss any single step of their pre-flight process, they’ve put themselves and their passengers at risk. Your typical sales process isn’t usually a life or death matter, but you’ll have a greater chance of success if you use a checklist.
In a fast-moving market, the best way to retain and sell more to existing clients is to make them an unbeatable offer. If you’re selling a product or service that’s being disrupted by a competitor with new technology, don’t start thinking all is lost.
If you are using final weeks of each quarter to hastily make deals, you might want to reconsider. You could end up costing your company more than you're winning.
Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.
It’s understandable that a salesperson will have deadlines, but there are more tactful ways to communicate that than saying “as soon as possible.” Rather than cause anxiety or create pressure, consider using one of the following suggestions the next time you request something by a deadline.
According to Tris Brown, who writes for td.org, having a clear plan for dealing with strategic accounts can explain 31% of “the difference between high- and low- performing sales team. [LSA Global research.]” The same holds true for your own management of strategic accounts.