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How standing up improves presentations
Since many presentations are virtual, it can be hard to share your passion and energy. We spend a ton of time sitting as we work from home. Why not do something different to energize your presentations? Thoughts on why this is important and how to get started below...
Marc Kitz
Aug 222 min read
Blog Posts
How to ask better questions
Have you asked a customer questions and not received the reaction you hoped for?
Jan 3
Scheduling post-holiday client meetings?
If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings.
Dec 21, 2024
What happens when you lose a deal?
ow do you get some clarity from the experience and, more importantly, some value?
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INCREASE your effort near the holidays!
Many organizations have calendar year budgets and will need to spend remaining budget or risk losing it.
Nov 25, 2024
Why is your client interested in your competitor?
It is critical to obtain this information to see if/how you might navigate around this challenge.
Oct 25, 2024
Grow your business by promoting your wins
How are your wins (and value for your customers) being promoted in your customers’ organizations? Are they promoted at all?
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Feel confident in your next presentation
How many presentations have you done in the past few months? What kind of grade would you give yourself on how they went?
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Easy for clients to place 1st order?
How does the client’s buying process work? Up to what amount can your client contact spend before requiring additional approval? This info
Oct 5, 2024
Got issues you cannot control?
We all face many challenges in our selling effort. Some issues you cannot control (e.g. supplier, technology, weather).
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Getting your client to drop your competitor
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Ramp up your pipeline quickly – brainstorm with a mentor!
Sometimes ideas for new opportunities to pursue are easier to identify than you might think…
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How do you define a “Qualified Opportunity”?
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Wondering what to charge?
Totally guessing is not a great option...so getting some feedback from potential clients is valuable. How you approach obtaining this input
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Learning about competition from your client?
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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Preparing questions for client calls?
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?
Aug 16, 2024
Increase your sales - understand your customer’s customer
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Multiple contacts in deals you pursue?
Multiple contacts in deals you pursue? How often do deals you pursue involve multiple contacts? It can be a lot to keep track of.
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Your client’s REAL view of your meeting...
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
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How to start client meetings
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
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Practicing before reaching out?
Practicing before reaching out? Are you making good use of practice time before reaching out to prospective clients?
Jul 10, 2024
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