Cincom Smart Selling

APRIL 27, 2017

The pricing question can come up at any time during the buy cycle, and it can even come up outside of a buy cycle. Many times (particularly during the tire-kicking phase of a real buy cycle or perhaps in a discussion with an existing customer) there will be a request for a ballpark quote. The Ballpark Quote.

Buying Cycle 54

Buying Cycle Proposal Construction Scale 54

Tony Hughes

FEBRUARY 22, 2018

Don't just install it, train your people on it thoroughly, weekly and quarterly. When I train sales people I train them to execute. The 57% statistic on 'buying cycle' by CEB is a bit of a red herring because great sellers know they can uncover demand or even create it in any economy. The folly of Sales 2.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Tony Hughes

MARCH 7, 2018

Don't answer your email, construct an RFP response, work the web leads or build that 55 slide presentation with your NASCAR slide. If you're a CXO reading this or you know one that has purchased million dollar enterprise software sight unseen, please comment. What about the novel idea of triggering the buying cycle yourself?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66