Account Management;
Your Presentation Is Killing Your Conversion Rate
A year ago, I was working with a professional services firm in a competitive industry in a competitive market. The people who were talking (ahem, “selling”) to potential clients were well-educated practitioners, not traditional salespeople. They did a fabulous job telling potential clients about their expertise, how they’d handle the problem, and what they could…
Read MoreIs your sales pipeline lying to you?
Tell me if this sounds familiar. In management meetings, sales say something like, “We have a great pipeline, with over X number of qualified opportunities, totaling 5x what we need to hit our number.” It sounds like some good math, right? But when you inspect it, it turns out that there are only about 8…
Read MoreWant to Raise Prices? Here’s One Way.
(This isn’t a chest-beating fantasy about how much you can charge if only you’re tough enough and gutsy enough. That’s not reality. Some industries won’t stand for it. Some prospects have too many options they prefer. I do believe, often, you can charge MORE than others and win. But rarely can you charge 65% more…
Read MoreObjections
The Problem of Objections It was the same conversation I have all the time: “I need my people to be able to handle objections,” the managing partner said. “Why’s that?” I asked. “They just can’t handle them. They don’t know what to say. Can you help them with that?” “I mean, I can do…
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