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CoorsKing
WR Officer
3
Retired King of the Coors Knights
I get them to outline their evaluation process, and the key things they are looking for in each stage. Success metrics, etc. Then, as we hit those, we can hold them accountable - a lot of the deals I run tend to get scope creep as more and more stakeholders are brought in, so clearly outlining the basic success criteria and process early really helps.

That also helps us qual it out early too, if we then know we wont be able to meet one of the requirements laid out from the beginning!
Brandong
Valued Contributor
1
Sales Executive
BAMFAM - book a meeting from a meeting. Always put a meeting on the prospects calendar after a meeting. Basic but it works well for keeping the momentum.
CuriousFox
WR Officer
1
๐ŸฆŠ
Making their top pain your first solution. They have to see and "feel" the value you bring. Once this happens the decision to move forward is made faster.

Keep following up, often, with the bullet points of your solution and how it makes their lives easier by saving time, money, etc.ย 
Soiboi
Politicker
0
Account Executive, EIAS/Compliance
Focus on their goals, not your traditional sales cycle or timeline. Don't even worry about budget just stick to their problem and advance up the chain for each ask they want, discos/demos/tech calls/ etc.ย 


I've found a lot of success with the above.ย 

wHaTyAgOtCoOkInG
Catalyst
0
Solution Consultant
ATL- Skip Miller. Sell to the most senior person you can.ย 
Toruk
Old School Bravo
0
CEO
A) Attach your proposition to the biggest problem in the prospect's company.ย  B) Qualify, Qualify, Qualifyย  C) Sell top-down. Selling at the CXO level is the fastest way to compress sales cycles. D) Make the prospect stand in the pain. Show them the cost of status quo. Pain drives urgency to act.
MonthEndSpecial
Valued Contributor
0
Enterprise Account Executive
Lot's of good advice. Prove to them that they are losing money the longer they don't have your product.

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