Selling Energy

JANUARY 10, 2023

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. In most cases, it’s far too simple a tool to evaluate proposed projects accurately. As many of you already know, I am not a big fan of SPP.

Proposal 81

Proposal Examples Tools Prospecting 81

Selling Energy

JANUARY 10, 2023

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. In most cases, it’s far too simple a tool to evaluate proposed projects accurately. As many of you already know, I am not a big fan of SPP.

Proposal 52

Proposal Examples Tools Prospecting 52

Selling Energy

APRIL 6, 2021

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. In most cases, it’s far too simple a tool to evaluate proposed projects accurately. As many of you already know, I am not a big fan of SPP.

Proposal 52

Proposal Examples Tools Prospecting 52

Sales Hacker

AUGUST 3, 2020

But think about what’s required to make your AE successful. And with the right setup in place, onboarding is almost as simple. You can’t simply hire a young, hungry-for-success professional and let them do as they wish. Setting up an SDR team is, after all, more expensive than an AE team. I know you’re skeptical.

Salary 93

Salary Hiring Pipeline Insurance 93

Partners in Excellence

FEBRUARY 16, 2012

I’m seeing too many sales people with too many stalled deals. Too many deals clogging up the bottoms of funnels, too many deals that are “almost there,” perpetually. Too many deals I review don’t have the business cases completed. It simply won’t happen.

Customer 88

Customer Top of Funnel B2C B2B 88

Lessonly

JULY 28, 2021

Simply providing a few video learning sessions will not yield the same high-quality results as an official and complete training program. Simply providing a few video learning sessions will not yield the same high-quality results as an official and complete training program. Don’t Go In Alone.

Training 26

Training Scale Survey Software 26

Sales Hacker

OCTOBER 7, 2021

As a single parent, I could have challenged it or at least worked out weekends at home – but I was young and simply complied with the request. Think of your sales career as a project or a thing so that you can separate yourself from how you view it. The expectation is that we can “do it all.” Anything less is failure.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130