RSSVoice Mail, Gatekeepers, And Other Obstructions To Sales Success
Sep 17, 2006 Sales Related, Top Posts
You know your job, the characteristics of your market, and your product. You were hired in your latest company because of your experience – you’ve been selling your product line for some time with great results. No one has ever needed to teach you to sell because of your history of success. You do your homework well: you know how to find, and get in front of, prospects, and close a deal within a reasonable time period. You’re at the top of your game in your company and well-respected. You get referrals and close deals regularly, with authority and honesty. You’re a professional.
Your new prospect (The ‘Acme’ Corporation) has a need for your product; you’ve done your research and know this: you either know one of the people in their company who says they are seeking to solve a problem, heard through the grapevine that they are looking for a new vendor, or you’ve actually received an RFP from them. And it’s clear that your product will resolve their issue.
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Tags: choose, gatekeepers, identified problem, voice mail
Sales Is The Problem: What Is The Solution?
May 17, 2006 Sales Related, Top Posts
Over the past year or so, it has become apparent that we are not getting the sales results we’re used to getting:
- it’s taking 30% longer to close a sale than it used to;
- additional decision makers seemingly appear from nowhere;
- internal decision makers whom the prospects seek to include in their purchasing decision are either unfamiliar to the sales team or seemingly not relevant to the identified problem;
- goals aren’t being achieved and targeted prospects are not responding appropriately to our efforts;
- we’re losing business to unknown competitors.
Tags: Buying Facilitation®, gatekeepers, sales, sales process, solution
