Category Archives for Closing the deal

Conquer the Complex Sale

The Sales Leader’s Role in Conquering the Complex Sale

Too often we leave salespeople out in the field to fend for themselves on some very complex and challenging high dollar deals with companies 10 to 100 times our size. Crazy, right? In our organizations,

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Grow your Business

How to Use Your Funnel to Grow Your Business

Do you have a sales funnel? Or maybe you call it a pipeline? Maybe you don’t call it anything, but no doubt, you have a list of prospects that are somewhere in the buying process. Many smaller companies

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How to Retain Your Best Clients

When Todd called me, he was worried. His company was growing. Over the past few years, they’d steadily acquired their toughest competitors. They were now the dominant player in a fragmented market,

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Why These Complexities are Stalling your Deals

Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. Some

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How to Use Strategy as a Filter to Drive Sales

Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in context. Context matters. In this case, the context

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How to Care for Referrals

We all love it when we get a referral. Someone we did a great job for tells others and is more than willing to make an introduction for us. These people come to us more ready and willing to share their

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How to Position Yourself to Get the Sale

One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some

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Stop Wasting Time and Money With This Sales Mistake

A Note From Alice: Do your prospects forget about you? Sales cycles can drag out and salespeople may not be patient enough to outlast the cycle. Sales managers may be telling salespeople to move on, and

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How To Mine for Treasure in Out of Office Messages

Don’t Stop Selling There’s a little more than two weeks left in the year, and less than 10 real working days before 2017 arrives. And if you’re a sales leader, you probably hear these

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Seriously, It’s Not About The Price

It’s Not the Price Prospects might tell you it’s the price and you might think that’s the reason someone isn’t buying  but it is rarely the reason.  When people have a price objection there is

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