With lengthening sales cycles, the salesperson is likely to be under pressure once the deal has been signed to move on to close the next opportunity. However, the danger is that those involved in the negotiation have moved on at a time when buyer anticipation and anxiety is at its greatest. Buyers often complain the [...]
Sooner or later, the salesperson must move on to the next sale, leaving the promises that have been made in securing the deal for others to fulfill. However, the good salesperson, keen to maintain ongoing and repeat customer revenue, does not just walk away once the deal is signed. With this in mind, here is a list of questions that can prove very helpful in bringing about a successful handover…
Selling Technology to Increasingly Cautious Buyers If analysts are to be believed, then as many as 2 out of 3 IT projects go south. That is they go over budget, is behind schedule or gets scrapped If you believe the statistics, then as many as 2 out of 3 buyers will have have watched on of [...]
Another high profile IT project has scrapped, dealing a blow to theconfidence of IT buyers nationwide and making life just a little bit more difficult for those of us who sell IT. Here We Go Again: Last month the Guardian reported that the UK’s largest non-military computer project – a £13 billion NHS (National Health [...]
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