There are only four factors that impact how much you sell. We call this the Sales Velocity Equation and it’s pretty simple. Your Sales Velocity is a function of:
(A) the number of sales opportunities you work
(B) the average deal value
(C) your win rate
(D) the length of the sales...
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Every deal is important. In these times, because there are fewer of them, each deal is more important than ever before. Unfortunately buyers are putting sellers under much more pressure than ever. Procurement professionals (and they are professional) are more skilled, most knowledgeable,...
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In sales, everything should start and end with the customer. Unless you understand your customer’s perspective, you can’t possibly appreciate what’s important to her. Then you won’t know how to progress the sale. But your ability to serve your customer is often impacted by your own company’s...
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I’ve been involved in running businesses pretty much all of my
professional career. Some of these were
bootstrapped start-ups without any customers; others were larger enterprises where I had a team to run and customers to
satisfy. There was the consulting business, the
software development tools...
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