by Lisa D. Magnuson | Jan 19, 2021 | Sales
Statistics indicate that most ‘stalls’ and ‘stops’ in the sales process are associated with a lack of rigor during the qualify stage. Many sellers also fail to provide value during the develop stage. It’s easy to fall into the following trap: Your prospect expresses...
by Lisa D. Magnuson | Nov 30, 2020 | Sales
The Challenges for Sellers in 2020… Salespeople who are trying to identify, develop and close big deals right now are facing unprecedented challenges. They include: Prospects are distracted, hard to reach and hesitant to set meetings Buying teams are avoiding any...
by Lisa D. Magnuson | Feb 11, 2020 | Leadership, Sales
What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? The short answer is ‘No!’ A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers. A reference guide mapping out the best practices...
by Lisa D. Magnuson | Jul 12, 2019 | Sales
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size). Perhaps retaining your largest customer depends on your ability to...
by Lisa D. Magnuson | Apr 12, 2019 | Sales
The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely...
