Easy for clients to place 1st order?
How does the client’s buying process work? Up to what amount can your client contact spend before requiring additional approval? This info
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Blog Posts
Sep 27
Got issues you cannot control?
We all face many challenges in our selling effort. Some issues you cannot control (e.g. supplier, technology, weather).
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Sep 18
Getting your client to drop your competitor
Trying to displace a competitor? It can be a tough task. Incumbent providers have an advantage unless their performance is horrible...
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Sep 13
Ramp up your pipeline quickly – brainstorm with a mentor!
Sometimes ideas for new opportunities to pursue are easier to identify than you might think…
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Sep 9
How do you define a “Qualified Opportunity”?
How do you know if you are on a good track toward closing a deal or at least gathering the necessary information?
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Sep 1
Wondering what to charge?
Totally guessing is not a great option...so getting some feedback from potential clients is valuable. How you approach obtaining this input
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Aug 27
Learning about competition from your client?
There is a fair chance that your contact either was involved in selecting the incumbent provider and/or works with them.
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Aug 16
Preparing questions for client calls?
Before meetings with clients, do you prepare questions you want to ask by writing them down or are you trying to keep it in your head?
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Aug 9
Increase your sales - understand your customer’s customer
You can separate yourself from competition by taking your game up a notch. How? Learn about your customers’ customers.