Category Sales Cycle

Champions win you deals. or Not?

What happens when you are trying to move a deal through your pipeline and your main contact is not the final decision maker or the deal has multiple decision makers. In this situation you have 2 options. 1st Best Option: Line up another demonstration with any missing decision makers You can’t rely on your primary […]

More Than One Decision Maker Problem

You give an awesome demo and the prospect says: “Looks great, but I need to run things by a couple more people.” After that statement you have to be prepared as an inside sales professional. Why this is a problem if you don’t do the right thing: Your contact becomes the sales rep of your […]

Sales Follow Up – For Closers

Good sales follow up is no sales follow up because you closed the deal that day. Here’s how you close all of your other deals with great inside sales follow up. The goal is NOT to rush people into making decisions; it’s to encourage quick evaluation of the solution when the prospect’s interest is highest […]