Reflecting a Deal (or position)

It has happened to us all, you have been in a meeting with a customer and had a really good session. It may have been about a small opportunity or the framing of a larger project... Awkward situation You leave the meeting (or video call nowadays) and put together what you believe the outcome was. You email this across to…

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3 Steps to identify your perfect prospect

Quite often software houses have a few customers that they have built up over time.  They may not be in similar industries, quite often they are different sizes and ultimately they all spend differing amounts of money on the products and services that you offer.  When looking to grow the business the temptation is to just throw a load of…

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Doughnut Planning – When the Unexpected Happens

The Coronavirus pandemic has impacted us all. Some to a greater degree than others. All the plans for business that we had, all the opportunities we expected to close, those orders just ready to sign have all been thrown into disarray. Welcome to the world of doughnut planning.Doughnut PlanningEvery salesperson has been in this position before maybe not to the…

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The Dating Game – Getting the Right Prospects

The Dating Game - Getting the Right Prospects Being successful in sales always starts out with having the right prospects for your software solution. Sounds easy, but is it? If you have a horizontal product that covers many verticals and is pretty much a commodity then finding prospects should be easy. Conversely, if you have a solution that will work…

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Homeworking five keys that will help make it a success
Red wall

Homeworking five keys that will help make it a success

Overnight the world has changed and Coronavirus is the only headline we hear about.  This new paradigm has meant that the majority of the workforce who are 1, still in work and 2, not a key worker are now having to work from home. As we all know homeworking. Novelty of homeworking The novelty of this after a number of…

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Know Your Target

Know your target One of the costliest exercises for any sales person in terms of time used is prospecting.  Not all of us have huge marketing departments and budgets to rely on for lead generation. The majority of us have to get off our backsides and do it ourselves. Who to look for It is very easy just to get…

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The Valley of Death

The Valley of Death You have been working with the customer for months now and communication has been good at all times. You have confidently put them on your sales forecast and then all of a sudden ‘radio silence’.  We have all been here whether we know it or not.  The Valley of Death is an inevitable part of any…

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Proper Planning and Preparation

Planning We all know the 7 p’s don’t we?  Maybe not, but it is very true that proper planning and preparation prevents particularly poor performance. This is something that is really true within the sales arena.  You will find that the more prepared you are the better the outcomes tend to be even to the point that you get the…

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Painting the right wall
Red wall

Painting the right wall

In the thick of it Sometimes when we are in the heat of the battle we don’t always take time to stand back and review what the current position is.  Where are we against our strategy? What tactics are going to move us forward? Etc, etc. This situation can be caused by our competitors moving into a leading position and…

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Keeping The Interest
Keep the interest

Keeping The Interest

Timeframe When selling complex technology solutions it is never done in a short timeframe.  Quite often once you have done your demonstration there will be a lengthy period before any decision is made. During this time many things can happen including your competitors doing demonstrations, business issues and a plethora of other items.  All these things will conspire against you…

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