Customer Centric Selling

OCTOBER 21, 2015

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. The total costs.

Proposal 40

Proposal Decision Maker Distribution Buyer 40

Customer Centric Selling

AUGUST 20, 2014

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. Sellers view issuing proposals as a step toward the ultimate goal of obtaining orders. Proposals amount to asking for the business.

Proposal 65

Proposal Decision Maker Forecasting Buyer 65

Customer Centric Selling

JANUARY 2, 2013

Sales Training Article: Proposals - Activity or Progress? In my experience writing proposals can be an activity that hinders or eliminates progress. After attending workshops, one of the first things we ask sellers to do with the help of their managers is withdraw proposals or quotes that are over 60 days old.

Proposal 65

Proposal Training Decision Maker Forecasting 65

Customer Centric Selling

JUNE 14, 2017

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

Proposal 76

Proposal How To Sales Sales Forecasts 76

Customer Centric Selling

MARCH 15, 2017

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

Proposal 84

Proposal Sales Sales Forecasts Forecasting 84

Customer Centric Selling

JUNE 26, 2017

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

Proposal 74

Proposal Sales Sales Forecasts Forecasting 74

BuzzBoard

MARCH 28, 2024

Next comes the presentation and proposal stage, where agencies must effectively convey their capabilities, strategies, and how they align with the client’s specific needs. Make sure your presentation, whether it’s a focused meeting, a well-planned webinar or a professionally-produced proposal, centers on your client’s needs.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Customer Centric Selling

OCTOBER 3, 2017

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

Proposal 63

Proposal Sales Sales Forecasts Forecasting 63

Sales and Marketing Management

MAY 12, 2019

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. Negotiate transparently!

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

Allego

APRIL 16, 2024

I’m a Hall of Fame speaker, so I deliver about 100 programs around the globe, including keynote presentations and occasional workshops. When a new employee comes in, we don’t just say, “Go write a sales proposal. Sam, can you share a bit about what you do? Sam Richter: Certainly. It’s due tomorrow.”

Hiring 62

Hiring Scale Proposal Analysis 62

Braveheart Sales

DECEMBER 17, 2020

Often, they simply write a proposal. The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal. I’ve observed it happen many times.

Negotiation 104

Negotiation Hiring Proposal Groups 104

Rob Jolles

APRIL 5, 2024

I’m proud to announce I’ll be conducting a Professional Speakers Workshop on June 3rd, 4th, and 5th in Washington, D.C. Understanding this, choosing your alliances wisely, and remaining loyal to the choices you make will help you succeed in the social experiment I call “working with others.” The delivery side of things.

Call-back 52

Call-back Hiring Guarantee Proposal 52

Babette Ten Haken

MAY 5, 2020

Do you propose tactical fixes for your clients’ biggest strategic issues? My One Millimeter Mindset virtual and in-person keynotes, workshops, coaching and mastermind programs translate across strategic communication and collaboration disconnects between people and professional disciplines. Click here to set up an appointment.

Churn 117

Churn Engineering Proposal Coaching 117

SalesLatitude

OCTOBER 11, 2018

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 ? yet still participate in a meeting or workshop. Follow the Leader?

Meeting 73

Meeting Proposal Exercises Travel 73

SBI Growth

AUGUST 31, 2013

Hank proposed that Dani work on a common vision for the sales force. Hold a vision creation workshop over 2 half days. During this workshop, work through defining these four areas, using results from step 2: a. Run the team through a common vision creation workshop. That was a common vision for the sales team.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

The ROI Guy

SEPTEMBER 12, 2011

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.

Proposal 66

Proposal Tools ROI Benefit 66

Sales and Marketing Management

JANUARY 1, 2018

In all of my sales manager workshops, I ask, “How many of you have a performance problem with a sales rep that is just unacceptable, and you know you need to address the situation?” Instead, say, “We all need to work together as a team to submit the best quality proposals and win more business. How do I know? Focus on the future fix.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

SalesProInsider

APRIL 15, 2020

I’ve long proposed we need to ditch the pitch because pitching information about what we offer, surely the best thing in the world, before we know that our information will be well received versus batted away or ignored, is a waste of time. Free Training Workshop. Premature Pitches Are a Waste of Time. APRIL 3 @ 11 a.m.

Prospecting 107

Prospecting Proposal Conversion Lead Rank 107

No More Cold Calling

AUGUST 14, 2019

I designed a one-day workshop, which I offered in live public sessions for many years. We wrote the proposal first. I began my referral business by consulting with companies to develop a referral system. Then my colleagues in the San Francisco Chamber Business Alliance leads group asked if I would teach them what I taught my clients.

Referrals 291

Referrals Cold Calling Survey Scale 291

SalesProInsider

OCTOBER 30, 2018

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! The non-response reaction starts harmlessly enough. You have a meeting with a prospect that seems to go well. Then reality hits.

Follow-up 110

Follow-up Prospecting Objections Conversion 110

Babette Ten Haken

MAY 7, 2018

Today, I offer you 3 questions to ask yourself before you propose another great idea. What if the person you are proposing your idea to doesn’t “see” things quite the same way you do? Engage me to speak or conduct an interactive workshop at your next corporate or association event. Click on this link.

Opportunity 59

Opportunity SME Proposal Retention 59

Selling Energy

NOVEMBER 13, 2018

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.

Proposal 40

Proposal Analysis Conversion 40

SBI

JULY 29, 2020

With Jumpstart ROI, solution providers can quickly create and easily deploy a customizable value assessment tool, enabling every seller to better communicate and quantify differentiating business value of proposed solutions.

ROI 101

ROI Tools Face-to-face Scale 101

SBI

MARCH 8, 2018

In Person Workshop – SAVO meets with the client in a live, onsite workshop to finalize the design and configuration of the solution. Lower Cost of Sale – 30% reduction through efficiency in proposal creation. Deal Velocity – 30% reduction in deal velocity.

Government 139

Government Sales Methodology Sales Enablement ROI 139

Janek Performance Group

MARCH 6, 2024

In diverse and inclusive environments, sales professionals are more likely to: Think outside the box Propose novel solutions Adapt strategies to meet the evolving needs of a diverse clientele Of course, all salespeople rely on their range of experience. These challenge conventional thinking and foster creativity.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Increase Sales

APRIL 8, 2013

In many instances there are a combination of problems and hence why the one solution usually proposed by my competitors fails to achieve sustainable results or a positive return on investment.When this happens we both have the win-win that being a competitive advantage in sales. Then and only then begin to employ your problem solving skills.

Competition 158

Competition Small Business Small Business Objections 158

Sales Excellence

MAY 21, 2013

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?” They are not alone.

Proposal 31

Proposal How To Strategy Government 31

Julie Hanson

JUNE 22, 2023

” Even though you may have secured the meeting with your ideas or proposal, it’s essential to let the decision-maker do most of the talking. Check out my new Virtual Presence for Sales Pros Course, Workshops, and Coaching programs. Want to learn more about how to develop your Virtual Executive Presence?

Decision Maker 62

Decision Maker Face-to-face Exercises Meeting 62

Customer Centric Selling

MAY 14, 2018

During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. Proposals issued months ago hang in their pipelines. This can become a “quid pro quo” of gaining access in exchange for submitting a proposal. Sellers couldn’t gain access to Key Players.

Epiphany 56

Epiphany Vendor Proposal Salary 56

Customer Centric Selling

DECEMBER 31, 2014

If there’s a fit proposals are presented to Key Players who decide whether or not to buy. If sellers can’t reach higher levels, Key Players’ first exposure to their offerings will likely be in proposals. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Research 92

Research Buyer Buying Cycle Vendor 92

Emissary

MARCH 2, 2023

For example, when preparing for an actual target meeting, subscribers can take unique advantage of Advisors’ experience by inviting them to represent a buyer point of view at Sales Kick Offs (SKOs), external marketing events, internal product focus groups, account planning workshops, and sales training exercises. The results are unmistakable.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Customer Centric Selling

FEBRUARY 24, 2016

Immediately after completing workshops we suggest the first step is re-grading each seller’s funnel. Given that new qualification criteria must be applied, sellers have many opportunities that have stalled and there are quotes/proposals more than 60 days old where we usually see pipelines shrink by 50% or more.

Top of Funnel 40

Top of Funnel Proposal How To Pipeline 40

Customer Centric Selling

JUNE 29, 2016

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. I’m especially concerned if an executive’s first exposure to a vendor is a proposal.

Proposal 45

Proposal Vendor Buying Cycle Discount 45

Customer Centric Selling

MARCH 9, 2016

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. When asked how that happened he shared with me that he had been maxed out because prior to attending a workshop, he worked on a fair percentage of opportunities that didn’t close.

Hiring 40

Hiring How To Sales Qualified Lead Negotiation 40

Babette Ten Haken

JUNE 3, 2019

And that, once impressed, you also assume these influencers and decision makers will buy into whatever product, service or solution you are selling, pitching or proposing. If so, you assume the people listening to you, either in person or virtually, are impressed with your command of discipline-specific words.

Decision Maker 82

Decision Maker SME Ideal Customer Profile Margin 82

Julie Hanson

OCTOBER 8, 2017

Each day your prospect navigates through a steady stream of vendor e-mails, voice mails, proposals, presentations and demos. Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time. Why you need an X Factor. Each vendor claims to be the best.

Decision Maker 112

Decision Maker Proposal Vendor Sales Qualified Lead 112

Anthony Iannarino

JUNE 27, 2020

His disrespect of the people he was training caused them to resist everything he proposed, even when some of it would have helped them. Respect the people in your sessions. Do Your Homework: You need to read everything you can about the company you are training and their industry vertical if you haven’t already trained in that space.

B2B 121

B2B Training How To Proposal 121