Sales Tips: How to Handle Stale Proposals

Customer Centric Selling

Sales Tips: A Better Way to Handle Stale Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Avoid Issuing Proposals Too Soon

Customer Centric Selling

Sales Tips: Avoid Issuing Proposals Too Soon. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Best Practices for Handling Sales Proposals

Customer Centric Selling

Sales Tips: Best Practices for Handling Sales Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Bad Assumption #5 - Proposals Sell

Customer Centric Selling

Sales Tips: Bad Assumption #5 - Proposals Sell. Of all the closing techniques I’m aware of, the least effective is issuing proposals to non-decision makers who will then distribute it to members of the buying committee. Sellers lose a great deal of control once proposals are issued.

10 Questions to Ask Yourself Before Submitting Proposals

Customer Centric Selling

Sales Tips: 10 Questions to Ask Yourself Before Submitting That Proposal. My observation is that a high percentage of proposals are provided too soon. Many sellers view proposals as being steps toward getting orders. Why are you issuing the proposal now ?

2 Sales Tips to Consider before Rushing to Issue Proposals

Customer Centric Selling

Why Rush to Issue Proposals? In my experience, most proposals are issued prematurely. Sellers view issuing proposals as a step toward the ultimate goal of obtaining orders. Proposals should provide buyers the information needed to make buying decisions.

Pitch Product, Pitch Price, Pitch Proposal What’s the Matter with My Selling?

Increase Sales

Sales starved entrepreneurs are pitching their products, their prices and their proposals at every opportunity because they believe this is how it should be done. Then you can always Google other resources or attend local workshops.

How Can I Justify The Budget for a Proposed Alinean Value-Based Tool Project / Proposal?

The ROI Guy

You can create your own business case for Alinean solutions by visiting: Benefits & ROI Calculator – an on-line interactive calculator to estimate the benefits you can achieve by an investment in Alinean tools, with a more advanced mode you can run with a sales specialist, in a workshop setting, to create a full business case.

Sales Tips: A Strong Qualifier for Prosposals

Customer Centric Selling

Sales Tips: A Strong Qualifier for Proposals. Sales Training sales tips selling tips sales training workshop sales training workshops sales process sales methodology sales training company improve sales performance sales training success sales approach sales training approach selling process sales technique sales tip selling technique sales performance selling approachBy John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

How to Win More Business by Request for Proposal (RFP)

Sales Excellence

One of our global clients recently shared with us that this year nearly 60% of enterprise-level sales opportunities they are engaged in include a Request for Proposal (RFP) as part of their buying process. A very common question we hear in our sales training workshops is “What should we do about RFPs?” My business partners and I have just completed a brand new workshop program called Winning Competitive Contracts in Response to RFPs™.

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Sales teams often feel as though they’ve given their best proposal, their best price, their best value proposition. Solution Capabilities: How effective was the solution that was proposed in meeting the buyer’s needs?

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Sales Tips: BANT

Customer Centric Selling

In my mind the more important question would be: Is there sufficient value/payback to justify the proposed expenditure? Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Revisiting the BANT Approach.

Sales Tips: Handling Inbound Opportunities

Customer Centric Selling

In our workshops we try to have sellers understand the concept of qualifying champions. A common mistake I see is sellers running as far as they can with non-Key Players and issuing proposals for offerings. Sales Tips: Best Practices for Handling Inbound Opportunities.

Sales Tips: Quantity vs. Quality in Sales Pipelines

Customer Centric Selling

At the start of my sales career my manager set targets for me for how many calls per week to make, how many proposals per month to issue, the number of cold prospecting calls that should be made each week, etc. Sales Tips: Quantity vs. Quality and Making Sales Numbers.

Sales Tips: 5-Step Execution Plan for Q4

Customer Centric Selling

Withdraw any outstanding proposals that have been out for over fourteen (14) days. If there has been no action, other than to simply tell you to ‘hang in there,’ withdraw the proposal. Use the ‘Gentle’ or ‘Hard’ emails that I introduced in your workshop, depending upon the circumstance.

Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

It allows the salesperson to match the desired pace , as the duration should be determined by when the buyer wants to receive the proposal. Take a look at the sales training workshops available to get started and improve sales performance.

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Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

What percentage of opportunities (including stale proposals) in a seller’s pipeline will ultimately close? If so a written Sequence of Events (SOE) with activities and dates can be negotiated, culminating in delivering a proposal in a timeframe requested by the committee.

Sales Tips: How to Make Your Best Sellers Better

Customer Centric Selling

During our sales training workshops , we talk about A vs. B & C Players. Years ago I was back to do a new hire workshop for a client. I asked Jeff if he would be willing to kick off the new hire workshop by sharing his experience and he was gracious in doing so.

Fixing the Sharp Stick(s) in the Eye - 10 Obstacles to Sales Success

Anthony Cole Training

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Dont Miss Tonys Upcoming Workshop!

Sales Tips: How to Avoid Losing Slowly

Customer Centric Selling

Immediately after completing workshops we suggest the first step is re-grading each seller’s funnel. Can a written Sequence of Events define a timeframe for issuing a proposal as well as the steps needed to do so? A CEO was attending a workshop I taught.

Sales Tips: 8 Signals That Your Buyer Is Ready to Close

Customer Centric Selling

In workshops I often ask students to tell me when they can be sure it’s time to close without pressuring buyers. One of the best ways to orchestrate a perfectly timed close is to see if you can review a draft proposal with the decision maker or buying committee.

Sales Tips: Suggested New Years Resolutions

Customer Centric Selling

With that in mind I’d like to propose a few simple New Years resolutions for your consideration. Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposals

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Sales Tips: How to Respond to "I Need a Better Price"

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposalsSales Tips: How to Respond to "I Need a Better Price".

Sales Tips: Managing Distractions in a Disruptive World

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposalsSales Tips: Managing Distractions in a Disruptive World.

Sales Tips: Do Your Buyers Consider You Trustworthy?

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposalsBy John Holland, Chief Content Officer, CustomerCentric Selling®. Do your buyers consider you trustworthy?

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Sales Tips: How to Ask for a Referral or Introduction

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposalsBy Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Tips: How to Earn the Right to Close

Customer Centric Selling

My belief is that sellers issue premature quotes or proposals and close before buyers are ready to buy , therefore pressuring buyers and potentially putting opportunities in jeopardy. Take a look at the sales training workshops available to get started and improve sales performance.

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Sales Tips: How to Herd Cats in Buying Committees

Customer Centric Selling

Grab it now or take a look at the other sales training workshops available to help improve sales performance. sales tips selling tips sales technique sales tip selling technique proposalsBy John Holland, Chief Content Officer, CustomerCentric Selling®.

What’s the Real Payback?

Selling Energy

It will come as no surprise to anyone who has experienced one of my efficiency-focused professional selling or financial analysis workshops that I recommend migrating the conversation away from Simple Payback Period (SPP) when discussing the merits of a proposed expense-reducing capital project.

Sales Tips: How to Dissect a Lost Opportunity

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposalsSales Tips: How to Dissect a Lost Opportunity.

Sales Tips: 5 Ways You'll MISS Your Number This Year

Customer Centric Selling

They often provide quotes or proposals (activities) far sooner than they should. Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales technique sales tip selling technique proposals

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Measuring ROI / TCO Sales Tool Success

The ROI Guy

Total proposed value of opportunities 2. Adoption Alinean business value selling customer success workshops Pisello ROI tools Sales Enablement Salesforce TCO Tools Value SellingYou’ve launched your interactive ROI / TCO Tool to your sales team. So what should you look for to tell if the program is working and your launch is a success?

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What is the Employee Experience of not being Entirely Incorrect?

Babette Ten Haken

When employees propose solutions, modifications to processes or requests for increased budgets? Are employees mentored to become more anticipatory about proposing solutions more aligned with stakeholder needs? What happens to employee experience when they are not entirely incorrect?

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

Sales and Marketing Management

As you discuss timing (timing of the deal) with the client, that will become the fourth lever in the proposal and during the actual final negotiation. When you deliver the proposal. He also is a keynote speaker, workshop leader and trainer as principal and founder of Sales Melon LLC

Sales Tips: How to Start Your New Year Right

Customer Centric Selling

To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. Proposals, like radioactive material, have half-lives. Remove that proposal from your pipeline. Sales Tips: How to Get Your 2015 Started Right.

Why the Best Sales Leaders Always Set the Standard for Team Meetings

SalesLatitude

I often facilitate a variety of meetings, team building programs and workshops. Their teams are taking time away from clients, proposals, RFPs, research, and maybe even their families if they are traveling. reading emails and proposals ?

Does Your Major Account Team experience Stakeholder Resistance?

Babette Ten Haken

However, no matter how insightful the solution proposed, there can be stakeholder resistance. Today we discuss a short debrief from a recent workshop I gave on the power of storytelling for stakeholder buy-in. Major account teams strive so hard to create client-focused solutions.

Sales Tips: Is There a Worse Way To Ask for the Business?

Customer Centric Selling

When you think about it, issuing a proposal is a closing technique, as it should contain all the information needed to make buying decisions. In my experience, most proposals (especially those issued in multiple copies) are presented too soon. Sales Tips: A Poor Way to Close.

Stop the Prospect Chase and Follow-up

SalesProInsider

They agree that it would be a good idea for you to send them a recommendation/proposal/overview and “follow-up” with them. Free Workshop Training - Don't Wing It! Most people know who first responders are…those heroes that charge into danger to save the day!