Before anyone buys anything, they have to complete their own buying or Buy-In Continuum™, process. This is true whether they are from the government, a non-profit, a consumer, or another business. From your point of view, you want them to accomplish this process and in a specific order. If they do, your sales cycle will shorten. It will result in a win-win for you both or you will be able to cull them as a prospect with a clear conscience that this was NOT the sale for you. [Read more…]
Does replacing yourself as the salesperson sound ideal? If you hate to sell, maybe you’ve thought about hiring someone to do sales for you. Maybe you don’t want to have just an employee. Maybe you’re looking for a Virtual Sales Manager to manage the whole process and help sell.
They do exist. I do it for some of my clients. Not all of them are one person operations either!
How do you make sure they’re the right person or you’re hiring the right company? Be careful! [Read more…]
On June 25th I’m going to be speaking at the BSC B2B Meetup in Austin about finding the best prospects and firing the worst customers. It’s one of my favorite subjects because it’s got a huge payoff.
Top 3 Savings Benefits of Focusing on Platinum Profile Prospects™
- Saves time; makes time available to concentrate on higher value prospects who may require more resources and effort.
- Saves aggravation. Even the most seasoned salesperson doesn’t like to be misled. It can really put you off your game — especially if you were counting on that sale.
- Saves cash. It can be very expensive to travel and spend time with the wrong prospects. Not going after “low hanging fruit” can make you money in the short term and in the long run. [Read more…]