YourSalesManagementGuru by Ken Thoreson, Acumen Management Group
Blog archive
Making Your Numbers
It's the fourth quarter for some (Microsoft) and Q2 for most of us. Nonetheless, challenging times means fewer sales opportunities, thus demanding better sales strategy and more effective sales execution. Let's use this blog to focus on ideas, tips and tools that we can use to improve our won/lost ratios.
I will contribute a few thoughts, but I also would like to hear what you are doing to make your numbers.
Three quick thoughts:
First, I recommend that on most sales opportunities, you make sure the president or sales manager makes a face-to-face call early in the sales process, at step 2 or step 3. This will provide that person with an opportunity to 1) read the personality styles of the parties involved; 2) develop a relationship with the key players; and 3) provide better sales coaching/strategy as you work the sales opportunity.
The most important benefit is rather than "bringing them in at the end to close," at the end of the sales process the sales leader can comfortably engage in a meaningful sales conversation.
Second, if you are not using Microsoft Financing, investigate it and use it. When money is tight, Microsoft Financing has many ways to help you answer objections and make it easy to move forward. Bring it up early as a benefit and tell your prospect about the "month ending" program.
Third, if you haven't attended the free Microsoft Business Builder Sales Clinics, do so. Next event is April 27; they run every two weeks until the end of June. Follow us and ask questions on Twitter.com/MSFTBizBuilder and register here and use the special Sales/Marketing Forum for an interactive experience.
Posted by Ken Thoreson on April 14, 2009