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Jula Pereira commented on

Moving the needle

Hello everyone!


I'm fairly new to the closing role. Having worked as an SDR for many years, I was only recently put in a closing sales role.


I was curious, what are some effective ways to move the needle after sending proposals or various pricing options?


I've worked with Champions and Mobilizers (champions with clout) and received verbal commitment. But when the pricing options are shared with executives who are often not a part of the POC process, things tend to move slowly. What are some effective message techniques to get a committed response or a call with the decision maker to get a response?


Thank you kindly,

Matt

Matthew Wright
Sales at Zebrium
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Jon Hunter
Director of Government Sales at Ident Solutions
Matt, great question. A couple of things that have worked for me. 
1. Always try and have your champion set a meeting or call with the executives who will review the pricing/proposal. Your contact will not be able to adequately pitch the value of your offering and the message will be diluted. 
2. Avoid just sending pricing and proposals. You are miss...
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about 2 months ago
Ted Murphy
Account Manager at Gartner
I completely agree with Jon Hunter. Another thing to keep in mind is that in B2B sales, you're not just dealing with a single buyer, but entire buyer groups (of up to 11+ people, depending on the size organizations you're selling into). Engaging key decision makers and stakeholders early is critical to closing large deals. 

From the sounds of it, yo...
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about 2 months ago
Pablo Carvallo
CEO at Tobly Inc.
Depending on the solution I use timelines for implementation and decision making, it gives you a path to follow and reasons to follow up. 

Let's say that after you present your proposal everyone goes quiet for a week then you can get the attention of the decision-maker with a missed date that will ultimately push back implementation etc. 

That may dr...
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about 2 months ago
Brandon Hull
Head of Sales at Fluix
Great comments so far to help you Matthew. One addition I'd provide is the value of providing rollout plans, especially when there are several stakeholders involved in a decision. 

Prospects may really value seeing what a typical rollout of your solution looks like. This shows your company has done this countless times, and therefore understand all ...
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about 2 months ago
Brian Nolan
Managing Director at www.saleinthebag.com
Hi Mat..you have moved into the most difficult part of the deal..i was a suit salesman for 12 years..its easy say hello how was your holiday good to see you looks lovely fits perfectly etc..but closing..the final part is the hardest..closing is when you take control..be asirtive confident...ask quick key questions are u happy is price within your b... See more
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about 2 months ago
Chris Mayberry
Client Solutions, Inside Sales at Echo Global Logistics
Matt, it depends on the perceived cost of your solution.

If you are selling relatively low cost, transactional type business - then it’s mostly a numbers game.

However, if you are sending pricing proposals, you are probably sending larger, b2b proposals which is different in that now you are talking about potentially 6+ buyers that will have to sign ...
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about 2 months ago
Jula Pereira
Marketing Consultant at PBHS
My mentor suggested that the first meeting with your "champion" be just a brainstorming session. For the second meeting, try to get as many of the decision makers on the call as possible. I agree with the other comments. Don't just send out a proposal without being able to discuss it with the stakeholders and answer their questions. Also, follow up... See more
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about 2 months ago
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