by Anna Kennedy | Feb 2, 2017 | Do's and Don'ts, Quick Tips, Sales
You’re in, you’re trusted. Just as in the pre-sales phase in the preceding section, you want to set the tone for the relationship and continue to manage the customer relationship with care and attention. I don’t mean diving in and doing all the work for the customer...
by Anna Kennedy | Jan 31, 2017 | Quick Tips, Sales
The rubber hits the road when you get to the CONTRACT stage of the sale, the halfway point of the business development lifecycle. Well done! The first half of the customer lifecycle goes from ‘everything is possible’ to ‘this is what we’re actually going to do’...
by Anna Kennedy | Jan 13, 2017 | Business Development, Marketing, Quick Tips, Sales
During the dating stage, you’re educating the customer and bringing some influence to bear on their customer journey. Obviously the earlier you can get in on the conversation, the more influence you have over early judgments and decisions that the prospect is...
by Anna Kennedy | Jan 6, 2017 | Do's and Don'ts, Quick Tips, Sales
Here’s a loaded question: when are you selling and when are you not? Clearly you can only close a deal when the customer’s need exists, the time is now and the prospect is ready to buy, but the prospect being ready to buy doesn’t mean you have to get all ‘salesey’....
by Anna Kennedy | Jan 2, 2017 | Business Development, Quick Tips, Thought Leadership
Key personality traits fit the various stages of the business development lifecycle, as shown in the table below. Lifecycle Stages and People’s Personalities Stage of the Business Development Lifecycle Personality of Your Team Member EDUCATE: Served by marketing...
by Anna Kennedy | Nov 29, 2016 | Do's and Don'ts, Marketing, Quick Tips
Some people have very clear offers (yes, people have offers too – it’s not just companies), whereas other people’s offers are very confusing. Take a look on LinkedIn for a few minutes to see what I mean. Perhaps you see a person going from studying the History of Art,...
