Owning a business or being a decision maker of a growing business can be both rewarding and challenging at the same time.
Topics: Business System
"We designed Aplicor 3C® specifically for our customers so that they can deliver a better customer experience...business leaders agree, that if they were designing software - they would do as we have done today..."
Topics: A Message From the CEO
We've been looking this week at how to deal with those difficult clients - the ones who don't know what they want, who can't agree on a price, or who just don't seem to cooperate. It would be great if all clients simply rushed up to us with money in hand, begging for our products. Unfortunately, the real world isn't like that. Our true measure as salesmen isn't how well we make the easy sales, but it's how well we cope with the difficult ones.
Dave Kahle has superb advice on the impenetrable account: those customers who are firmly entrenched with a competitor and aren't really interested even in hearing from you.
This week, I looked at how you go about creating a sales process that works for you. I decided not to just give you examples of other people's processes, because what's right for them may not be what's right for you. Instead, I focused on what you need to know to define your sales process.
Are your sales team lone wolves, operating independently and bringing home the great deals? Or are they team players who are calling on the rest of the company to help them close a deal? Which works best?
For many organizations, that's a more tricky question than it appears.
Topics: Sales Process