How are your wins (and value for your customers) being promoted in your customers’ organizations?  Are they promoted at all? 

How many presentations have you done in the past few months?  What kind of grade would you give yourself on how they went? 

How does the client’s buying process work?  Up to what amount can your client contact spend before requiring additional approval?  This info

Attention startup founders, innovators, and entrepreneurial dreamers! The clock is ticking, and the deadline to apply for the Breakthrough..

We all face many challenges in our selling effort.  Some issues you cannot control (e.g. supplier, technology, weather). 

Trying to displace a competitor?  It can be a tough task.  Incumbent providers have an advantage unless their performance is horrible...

Sometimes ideas for new opportunities to pursue are easier to identify than you might think…

How do you know if you are on a good track toward closing a deal or at least gathering the necessary information? 

Totally guessing is not a great option...so getting some feedback from potential clients is valuable.  How you approach obtaining this input

There is a fair chance that your contact either was involved in selecting the incumbent provider and/or works with them. 

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Before meetings with clients, do you prepare questions you want to ask by writing them down or are you trying to keep it in your head?

You can separate yourself from competition by taking your game up a notch.  How?  Learn about your customers’ customers.

Multiple contacts in deals you pursue? How often do deals you pursue involve multiple contacts?  It can be a lot to keep track of. 

Your client’s REAL view of your meeting... Have you wrapped up a client meeting thinking it went well (or it was a mess) and found out late

Either before or near the beginning of the meeting it is good to share an agenda you have in mind.  How to get the agenda to work for you

Practicing before reaching out? Are you making good use of practice time before reaching out to prospective clients?

Your client is interested in working with you.  The overall vibe is good.  Now they ask for some information.  Your job now...help them help

Identifying the best time to contact customers/prospects. Some creativity and planning will have you successfully reaching key customer cont

Send proposal ahead of the presentation? One approach does not fit all situations.  Some ideas that can help you decide how to proceed…