They are not buying a product or a service…they are buying what your product or service allows them to do. Jim Logan mentioned this in a recent post. It got me to thinking. Our project checklists and internal plans are all for the final result. But, its easy for people to get stuck in the [...]
Today, I attended a presentation online. The company’s first 20 (yes 20) slides were direct from their site – which I had already read. Make sure you ask your prospect what he/she has already seen or knows prior to starting a presentation.
This is a follow-up to the recent sales presentations in Lexington. You may be interested in these resources when considering the management of your sales teams: Jigsaw.com — a free or pay web database of executives at companies nationwide. I recommend this to all businesses with sales people. LinkedIn.com — a “six degrees of separation” [...]
In my previous post, I listed some questions related to general company compensation plans. This post is about sales-specific commissions and compensation. It does not delve into the intricacies of every factor involved, though. This is a primer on commissions from my perspective with a few brief examples at the end of the post. First, [...]
I’ve been asked by a few people about my sales proposal template. So, I thought I’d put a short walkthrough of the basic ideas together and post it to the web.
The walkthrough is a ten minute Flash video that shows the Sales Proposal Template (Word Doc) and my commentary.