Being a salesperson by profession and someone fascinated by the psychology of sales, words like sale and sell naturally intrigue me.
As simple as it may sound, the significance of sale vs. sell is worth some examination for those of us dedicated to the craft of sales.
Selling to large enterprises is hard. Sales cycles are protracted and unpredictable. Product requirements will be extensive and demanding. You’re selling to multiple different personalities, functions, agendas. There are purchasing specialists and full-time attorneys on staff. A reorganization can throw your deal into limbo. Or stop it altogether. The inefficiencies and general irrationality of your […]
Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier health systems in the country. Both individuals were super sharp, knew their stuff and were particularly innovative. I knew this having sat in on their respective presentations at a conference […]
If you’re a founder (or a bootstrapper or solopreneur), keep reading. I have a Public Service Announcement for you. You need to know how to sell, and you need to be selling. Yes, we understand. You’re busy. You have a solution to craft, pressure to deliver, people to deal with and a company to run. […]
As any given sales opportunity gets bigger, more strategic or expands across multiple divisions, it inevitably becomes more complicated to manage and more difficult to close. Every new variable brings with it the possibility of more potential, but also greater risk of loss or delay. Among the potential headaches you should anticipate include: New players […]