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 [...]
If you knew the most common mistakes in project delivery, then you could more successfully avoid them, right? Well, with that in mind we pulled together a list from our various conversations with buyers: 1. Loss of scope (parameters not tied down in negotiation). 2. Poor management of expectations. 3. False starts [...]
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…
‘Close them and move on’ has been the modus operandi of selling for too long. However, just as the salesperson thinks their job is done, another vital phase of the sales process is just about to begin — implementation. If the salesperson moves their entire focus onto winning new business, who will ensure that: • [...]
If the sale was complex – with multiple stakeholders, competing requirements and decision making factors – then delivery post sale is likely to be every bit as complex. However, although the challenges involved in successfully delivering a project are as great as those involved in winning the order in the first instance, many company are [...]
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