The Enterprise sale has a narrative, and there is a beginning, a middle, and an end. Here are some of the things you learn at the start and throughout a sale: Things not related to business (about their kids, hobbies, if they like bacon, etc.) The conditions and events that precipitated your prospect’s desire to…
Have you ever gotten far along in the sales cycle with a prospect only to cease all contact just as you are ready to complete the deal? It may be disheartening when a prospect ghosts you, wondering what went wrong and what you could’ve done better. However, just because contact has ceased does not indicate…
A salesperson’s biggest mistake is failing to ask leads enough pertinent questions. Bad salespeople will control the sales discussion by expounding on their firm and all of their product’s qualities. Even good salespeople sometimes make the error of not investigating thoroughly enough and just accepting the first response a potential client provides. The sales arc…
