Since many presentations are virtual, it can be hard to share your passion and energy.  We spend a ton of time sitting as we work from home.  Why not do something different to energize your presentations?  Thoughts on why this is important and how to get started below...

Referrals are the shortest path to connecting with potential new clients and new contacts with existing clients.  How well is this working for you?  Some ideas on connecting with referrals and remaining engaged with the contacts providing them...

During a normal year people are on vacation for some portion of the summer, including your competition.  The translation could be MORE opportunities for your business…why?

When a founder stops waiting for permission and starts building from internal clarity, the diagnostic shifts from assessment to ignition. The question is no longer whether they can succeed, but how quickly the external world will catch up to what's already happening inside.

While working harder may result in more deals closing, adjustments in the steps you take toward closing a deal may be more productive.  What approach can reveal potential improvements?

Yes, I mean an actual, physical note that you HANDWRITE or create (eCard).  Almost no one does this.  This is the point...and…the opportunity to stand out in your customer’s mind!

You know you will get them…how to address them?  You can either hope you do not get them or take a proactive approach.  Likely you will be more comfortable if you are prepared…

If trying to “close” a deal creates anxiety for you, try looking at this from a different perspective.  You have worked hard to create and promote the value of the solution(s) you offer.  Trying to close a deal is really asking the client for their perspective...so, stay curious...

We all have been there…spent a ton of time on an RFP and got “nothing”.  If you look back at some of the RFPs you have responded to, did you feel like you were guessing about what it would take to win?  I certainly had a few early in my career…not a great feeling.  Winning more RFPs is directly connected to your preparation long before the RFP is issued. 

Every day, someone has a spark—an idea that could bring something new to the world of electronics. Maybe it’s a smart gadget, a clever sensor, or a new kind of wearable, but the leap from inspiration to a full-fledged business can feel like crossing a minefield barefoot. The problem isn’t lack of ambition. It’s the fog of uncertainty around where to begin, how to keep momentum, and how to stand out in a field packed with innovators.

Whether you are in a sales role or pursuing another one, using this type of document will demonstrate your ability to: Think ahead Pay attention to detail Ensure you are organized Make yourself accountable to follow a plan

Your customer wants to move forward with your solution but does not have sufficient funding.  Some ideas on how to make progress despite this challenge...

Think of this as an opportunity to better understand the client’s perspective.  An approach to getting this objection less often, learning about why you got this objection and how you might respond…

Have you transitioned from working on $500 deals to $5000 deals...OR...$5,000 deals to $250,000 deals?  Early in my career, I went thru this transition and got some great advice from a VP Sales I reported to.  Here is an outline of what he suggested.

When you are following up on a lead there can a temptation to go right into asking about specifics on the deal (e.g. when, dollar value, how many…etc).  This is what many of your competitors are doing…so, be a little patient and separate yourself from competition by listening and learning first.  How you might approach the early part of the conversation…

Sometimes selling can seem complex and overwhelming.  Most of what happens in and around your selling effort, is not in your control.  Simplify and sharpen your effort where you have the greatest impact...

Keep introductions brief.  Get to reviewing the agenda and/or asking questions asap. 

Whether you are a sales veteran or new to selling, SMEs you work with can provide tremendous value. 

Your effort to find and close business may encounter a variety of challenges.  Are you getting stuck at certain points in the process? 

What percentage of your business is with a small number of clients?  If the thought of losing one of them makes you nervous...