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Making closing more comfortable
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...

Marc Kitz
Jun 61 min read
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Blog Posts


Making closing more comfortable
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...
Jun 6
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Expand your pipeline with a 30 / 60 / 90 Day Plan
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
May 24
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Customer not have enough funding?
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...
May 17
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Handling Objections – I do not have time
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…
May 14
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Large deal making you nervous?
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.
May 2
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Leads turning into real opportunities?
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…
Apr 18
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Win with Subject Matter Experts you work with
Whether you are a sales veteran or new to selling, SMEs you work with can provide tremendous value.
Mar 21
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Where is your sales process stalling?
Your effort to find and close business may encounter a variety of challenges. Are you getting stuck at certain points in the process?
Mar 16
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Building customer relationships - create a “two way” street
Help when there is NOTHING in it for you
Feb 21
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Responding to customer questions – What is your experience with ___?
When a customer asks what or how much experience you have with a certain solution, how do you respond?
Feb 10
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Responding to customer questions – Can it be done by ___?
When a customer asks if an engagement can be completed by a date that makes you uncomfortable, how do you respond?
Jan 30
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Responding to customer questions – Do you provide ___?
When a customer asks you if you provide a solution that is not exactly in your core capabilities, how do you respond?
Jan 23
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How much do you practice presentations?
Have you ever “winged” a presentation? I know I have in the past…generally, I did not like the results.
Jan 17
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Handling questions you are not prepared for
While you might prepare well for a meeting, you may get questions you are not prepared for. Some ways to handle them...
Jan 12
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How to ask better questions
Have you asked a customer questions and not received the reaction you hoped for?
Jan 3
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Scheduling post-holiday client meetings?
If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings.
Dec 21, 2024
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What happens when you lose a deal?
ow do you get some clarity from the experience and, more importantly, some value?
Dec 16, 2024
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INCREASE your effort near the holidays!
Many organizations have calendar year budgets and will need to spend remaining budget or risk losing it.
Nov 25, 2024
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Why is your client interested in your competitor?
It is critical to obtain this information to see if/how you might navigate around this challenge.
Oct 25, 2024
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Grow your business by promoting your wins
How are your wins (and value for your customers) being promoted in your customers’ organizations? Are they promoted at all?
Oct 17, 2024
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