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April 2012

Long Sales Cycle? That is NOT OK.

I recently sent a note to an entrepreneur friend of mine whose company is doing well, but I heard thru the grapevine that he needed some help in the sales department – that things just weren’t moving along as fast as he would like them to.  So I reached out and let him know that I had some cycles available if he wanted some help putting together a sales plan, and figuring out how to accelerate his growth.

He very quickly, and politely replied that the type of sales planning and assistance that I do at QuotaCrush really wasn’t applicable because, “his product has long sales cycles and long lasting relationships.”

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It’s a presentation not a lecture

In sales there is a rule that many sales people know, and that is, “he who talks least…wins.”  And of course, there is the old adage that God gave you two ears and one mouth and you should be using them in that proportion.

When you give a sales presentation, you should remember that it is a presentation – a chance to present your solution/product/offering.  When you present something, you are offering an introduction to it so you should be providing your overview, and then be using the rest of the time to determine how, if at all, you can solve your customers problems.

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