In sales, gaining trust stands out as a crucial factor. To achieve this, you need to personally connect with prospects and establish rapport. Your …
Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships Read More »
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their …
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The …
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in Workshops and communications is “Peel Back the Layers”. They asked, “Why the change?”
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
There are currently well over 75 articles in our articles page – here’s a handy index to help you find specific topics and explore others. Enjoy!
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use
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