Social Selling–March 2014 Edition
On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo credit: Allan Danahar
When is it a Big Deal, and Who Gets to Decide?
Last week I was talking with a VP of sales, who had just returned from a “big deal” sales pitch across the country. Expecting that his team was to present a multi-million dollar sales proposal to the senior executives of the prospect, he found instead a disjointed quasi-meeting. The meeting started 90 minutes late. The chief […]
What do you want – good rhythm or good timing?
You remember the old commercials – when you were asked to make a forced choice between two good options? In syncing up with your prospect, I say you need both – good rhythm and good timing. A successful sales person almost instinctively knows that a winning process includes getting into the customer’s sales cycle as early as possible and at a time when you can still prepare your team to deliver – especially, when hunting whales.
Negotiating the Team Deal
[KelleyRobertson] Today’s blog post is brought to you by Kelley Robertson of Robertson Training Group in Canada. Thanks for contributing today Kelley!
Navigating and negotiating a standard sale can be challenging at the best of times. However, when you add a team dynamic to the equation, it can be downright frustrating not to mention difficult. Here are a few guidelines to consider when several people on your team are involved in a particular deal.