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Digg it UP - Home Runs Are Great But You Need A Few Singles To Succeed in Selling
Most of the employers cutting across geographical boundaries go through the common - even though too an unwanted - process of hiring new employees, training and investing in them only to later find some such employees ditch them for another company(s) with, perhaps, better benefits and attractive incentives. Employee
What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix.
The new year is upon us and for many it is a tough time of year financially because let’s face it, most of us overspend and find ourselves in over our heads with debt in the new year. You have thought about starting a business and may have thought about this for months or even years but for whatever reason you never
Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve.
Successful salespeople understand the concept of hitting singles and doubles while you are working on one of those biggies. Why? Because the big deals:
-can take longer to close.
-generally require more work.
-can leave you with a big – lost sale hangover if they don’t close.
-require more corporate resources.
-can take time away from the routine activities of closing the smaller deals.
-require a higher level of sales skills due to the nature of who your contact is.
The critical factor in maintaining balance in the mix of big deals you are working on to the smaller ones. Yes, a $100,000 deal could represent 20% of your quota for the year but it could also take 50% of your time. Five $20,000 deals will tend to close faster and get you to the same outcome.
What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix.
KPO consulting may also involve such services as document writing, legal advise, global filing, invalidation search, prior art searches, freedom of use search, executing standardized processes. Such processes require advanced analytical and technical skills, that is the job can be fulfilled only by
Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve.
Successful salespeople understand the concept of hitting singles and doubles while you are working on one of those biggies. Why? Because the big deals:
-can take longer to close.
-generally require more work.
-can leave you with a big – lost sale hangover if they don’t close.
-require more corporate resources.
-can take time away from the routine activities of closing the smaller deals.
-require a higher level of sales skills due to the nature of who your contact is.
The critical factor in maintaining balance in the mix of big deals you are working on to the smaller ones. Yes, a $100,000 deal could represent 20% of your quota for the year but it could also take 50% of your time. Five $20,000 deals will tend to close faster and get you to the same outcome.
What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix.
Airlines sure. But upholstery? Hmmmm…Oil prices can affect a larger part of the economy than is usually thought of. The reality is that a large part of manufacturing (such as plastics) rely on petrochemicals to actually make their products. Upholstery is one of these industries. Many furniture manufacturers are seei
-can take longer to close.
-generally require more work.
-can leave you with a big – lost sale hangover if they don’t close.
-require more corporate resources.
-can take time away from the routine activities of closing the smaller deals.
-require a higher level of sales skills due to the nature of who your contact is.
The critical factor in maintaining balance in the mix of big deals you are working on to the smaller ones. Yes, a $100,000 deal could represent 20% of your quota for the year but it could also take 50% of your time. Five $20,000 deals will tend to close faster and get you to the same outcome.
What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix.
Recent studies have shown that industrial supervisors are working at less than 60% of their potential. Basic management skills training is guaranteed to change all this and at such little cost.Introduction There is no doubt that the single most important aspect of a manager's job is
-can take time away from the routine activities of closing the smaller deals.
-require a higher level of sales skills due to the nature of who your contact is.
The critical factor in maintaining balance in the mix of big deals you are working on to the smaller ones. Yes, a $100,000 deal could represent 20% of your quota for the year but it could also take 50% of your time. Five $20,000 deals will tend to close faster and get you to the same outcome.
What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix.
This article relates to the organizational structure competency, commonly evaluated in employee satisfaction surveys. It shows how structural concerns can affect the typical employee workday, as well as feelings towards your organization's management hierarchy and reporting structure. A healthy organizational structu
What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix. The formula I use is ten to one – ten smaller active prospects in my pipeline to every big prospect.
The emotional high of closing a $100,000 even a $1,000,000 deal is a lot greater than closing five $20,000 sales but the disappointment, frustration and stress of losing one of these major deals is also greater than losing a $20,000 sale.
The secret is to get the sales closed and then cultivate the client for more business. Remember it is easier, less time consuming, less costly and less stressful to sell more to a present client than it is to sell a new customer.
I would much rather have a higher repeat business ratio than a new sale close ratio. I know some sales managers might disagree with me but over the long term these repeat and upgrade sales will cost less time and resources than every new customer. This strategy is not meant to give you permission to not focus on generating new customers. You can’t upgrade a current customer until you have sold them the first time.
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