How to Set That Meeting Sooner
Selling – it’s about the speed. Many aspects you can’t control, but the parts you can, take charge, lead the process, wait for nothing you don’t have to. I’ve witnessed many sales professionals, be it the employee or the CEO (if they are the salesforce), be passive in getting that call or meeting with the […]
How Much Money Is In Your Pipeline?
Do you know? Can you quantify what’s in there? Can you reasonably estimate the likelihood of close and the time it will take to get there? A client had with a tall order to nearly double revenue during a specified period of time. My question: “What’s in the pipeline?” Their answer, “I don’t know”. How […]
From Short List to Top Pick
What do you do when your company is on “The Short List”? When this situation presents itself, it’s the business developer’s role to do the due diligence of follow up. The Short List is the top 2-4 choices a company has for a service provider. By the time you’ve made The Short List, the criteria […]
Why are we meeting?
Here are a few things that go through my head if I’ve agreed to a business meeting or having a conversation with you.I’m sharing my thoughts because my personality profile represents 80% of the decision makers that you sell to: 1. How long will this meeting/conversation take? 2. Don’t over inform me by explaining how […]
