Friday Faves – 5.6.16

050616Now that we’re in the 2nd month of Q2, have you revisited your territory plan for the quarter?  If not, you should.  When you do, check to see that you started everything in your plan you were supposed to.  If not, discuss it with your manager to see if the plan was too aggressive, you took your eye off it, or need some coaching on managing your time.  Also, check your progress on deals in process.  Have you touched them in an appropriate timeframe to keep them moving forward?  A territory plan that gets filed the first week of the quarter and not revisited until after the quarter ends is as helpful as sending your Mom flowers the week after Mother’s Day.  (This Sunday, BTW.)

The Power In Silence – The best ever close was a $300K deal where, after going through layers, on a transcontinental concall with the Managing Partner, I was asked what results I could deliver when.  I answered the question and SHUT UP.  There was silence, it was a bit uncomfortable, but I resisted the temptation and the MP said, “What do you need from me to make this happen?”  Closed deal – BOOM!

A Rich Source of Overlooked Leads – Years ago, a boss had a poster of a silverback gorilla glaring at you.  The caption read “Salesmanship starts when the customer says no.”  This post updates tha thought with solid strategy.

High, Wide and Deep: Better Buyer Relationships – I call this touchpoints.  Imagine a rock climber.  They want as many touchpoints on the rock as possible, for safety.  With clients, the more touchpoints you have (on both sides) the more secure the relationship.

Things That Won’t Serve You – In lieu of a spine, these will serve you well.

 

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