Three Steps to Build A Champion in Your B2B Sales Deals
In my years selling, I’ve tried to accelerate deals in many ways.
Nothing I’ve tried has ever worked as well as having a true champion sprinting through walls to get the deal done.
Deal Stalling Late: Unsure How It Fits in Their Environment
There are four main causes for deals stalling in sales. Hypothetical solutions can get you far in the sales process.
This week we’ll examine the risk that it’s unclear how your solution would work in your buyer’s environment.
Deal Stalling: Not tied to exec priority
Promising deals stalling late in the process is one of the most frustrating outcomes for a seller.
You can have a champion, multiple great meetings, earn access to the economic buyer, and lose after the final presentation.
If you find yourself losing at this stage, one (or more) of these is likely happening:
3 Steps to Double Your Win Rate
Let’s talk about how to leverage previous users to accelerate multi-threading and win more deals.
Smart AEs leverage previous champions and enjoy 114% higher win rates (solid).
Genius AEs leverage previous champions to multi-thread and enjoy a 215% higher win rate (phenomenal).
Here’s how to be a genius:
How High Cost Beats Low Cost (and vice versa)
Competitive industries are saturated with high-cost and low-cost providers.
Regardless of where your solution fits on the cost spectrum, you can win more than your fair share by understanding how to sell against competitors with a different approach.
How to Engage Executives in B2B Tech Sales
You are constantly being told to “sell higher” and involve economic buyers/execs in your deals.
It’s not an easy request for your champion – they risk their reputation when they connect you with an executive.
Here is a three step framework to build their confidence enough to schedule the exec meeting:
Accelerating Your Sales Career by “Shifting the Burden”
If pressed to offer universal advice for sellers, I think I’d say, “shift the burden.”
Here’s what it could look like when selling, looking for jobs, and working with your manager:
Time Kills Deals – How To Increase Deal Velocity
As we approach the end of the year you may be worrying about getting deals closed before end of quarter.
One way to increase deal velocity is to stop looking at the “deal cycle” as a period of time.
Instead of “our typical deal cycle is 3-5 months” think, “our typical deal cycle is 5-7 decisions.”
Here are some of the decisions made in a deal cycle:
How to bring up pricing + overcome sticker shock in sales
I’m frequently asked if you should bring up pricing early in a deal.
I think you should almost always bring it up – here’s why:
Why Meeting Solution Requirements is a Bad Sign
This week we are looking at why simply meeting your customer’s requirements usually leads to losing.
The situation:
Sellers become excited when their prospect lists their required features and knows their product checks all the boxes. Unfortunately, this is usually a red flag.