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« Do You Have the Mindset of a Winner? | Main | What Attitude Do You Need to Succeed? »

10/21/2009

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Brett

5. Solve the clients problem, they will find the money in the budget.

Highlight the cost of having the problem.

Michael Pedone

10. Getting through to the C-level decision makers...

Previously to the past 18-months, sales calls were mostly inbound... Prospects were calling in. But the game has changed and once top sales pros are now struggling to survive because most aren't prepared on how to be successful playing on the new field.

The outbound sales process is very different than the inbound sales process. When new circumstances become prevalent in public safety, task forces are re-trained. The sales profession is no different. Train, educate and adapt or fail. It's that simple.

Michael Pedone
http://www.salesbuzz.com

Michael Pedone - Online Sales Training

10. Getting through to the C-level decision makers...

Previously to the past 18-months, sales calls were mostly inbound... Prospects were calling in. But the game has changed and once top sales pros are now struggling to survive because most aren't prepared on how to be successful playing on the new field.

The outbound sales process is very different than the inbound sales process. When new circumstances become prevalent in public safety, task forces are re-trained. The sales profession is no different. Train, educate and adapt or fail. It's that simple.

Michael Pedone
http://www.salesbuzz.com

Michelchiasson

Gerhard,
Thanks for the post. Good symptoms of a number of things..

1 - I would say that the ability to call at the highest level would take care of this. If there is a problem to be solved, with dollars budgeted, and the right relationship, it should be easy to ask for the business. I will rope in number 2 and 5 along this as well. I always go back to "I could sell anything to my father if he had the money". Relationships are key inside the account and the more sales based on relationship and value instead of price and features, the more you win.
4- this one is a real challenge that can't be overcome with training. State of the market today make it difficult. If you have a large organization however, leveraging all the relationships inside your organization with a solution like cvusoftware will help you shorten your cycles.
10- I believe that this is the true pearl here. If the deal is the right size, not only will this prevent delays in the negotiation process but it will also help from a client loyalty standpoint after the sale. That CEO to CEO will prevent the relationship to be single threaded and will open up many more opportunities. Not enough CEO's are involved at this level.

Not sure it gets me an ebook, but it got me going. Thanks!

Michel

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