Partners in Excellence

APRIL 15, 2015

It may be the manager of a product development team that needs to get a critical product launched by a certain date. Or someone building a new factory, needing to get it into production by a certain date. The projects all had a common theme–“we need to get this complete and in service by a certain date (and on budget).”

Closing 48

Closing Relationals Sales Process Revenue 48

Partners in Excellence

OCTOBER 16, 2017

Things like Y2K, or regulatory/compliance requirements create a date by which the customer must have a solution in place. Maybe It’s Us That Keep Our Customers From… “Target Close Date” Must Be Kept Sacred! Creating Urgency Secret Closing Techniques.

Discount 52

Discount Fashion Incentives Incentive 52

Partners in Excellence

MAY 18, 2015

There’s a disturbing pattern, as we start approaching the end of the month, all of a sudden the target close dates start getting pushed out. Deals we expected to close this month slip into the next month. I looked at one deal, the target close date had shifted 11 times in the past 6 months!

Top of Funnel 48

Top of Funnel Funnel Relationals Closing 48

Partners in Excellence

JANUARY 28, 2016

It’s a common lament among sales people, “I’m trying to close the customer, I can’t get them to move forward! Perhaps they are exploring, learning, trying to keep up to date with new solutions. We can no longer be doing things as we have, we must change!” This is closely tied to the previous point.

Customer 48

Customer Buying Cycle Closing Relationals 48

Partners in Excellence

NOVEMBER 9, 2020

In good project plans, we identify a goal we want to achieve and a target completion date. We establish the goal to be able to announce, launch, and ship it by a certain date. In complex projects, such as designing a phone, we establish some key milestones to help keep us on target in achieving our goals.

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Sales Methodology Face-to-face Tools Sales Process 166

Partners in Excellence

MARCH 29, 2015

” The issue we really must confront is Buying Acceleration. There are lots of things smart sales people can leverage to heighten the customer sense of urgency, drive the need to take action, drive the need to change, drive the customer to saying, “We must take action now! What slows us down is those damn customers!

Fashion 48

Fashion Buying Cycle Inbound Sales Process 48

Partners in Excellence

APRIL 7, 2015

Buying is just one element of what our customers must achieve to achieve the goals and results they want. Understanding Transactional Buying “Target Close Date” Must Be Kept Sacred! From a single purchase decision point of view, it can be very significant to a vendor. No related posts.

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Face-to-face Comparison Buying Cycle Construction 48