Jen Allen-Knuth的动态

If your prospect can't connect their challenges to concrete, measurable business impacts, then you probably do not have a deal.? ? Why? It signals:? ? ?? You might not be engaging at a senior enough level.? ?? The issue is not painful enough to warrant immediate action (or budget!)? ?? Your champion does not understand their value story (which means it is very unlikely they will be able to build consensus to get a deal done)? ? So, when faced with this, ask yourself:? ? Is working on this deal really the best use of my time? Or, what can I do to reduce the chance of this ending up dreaded No Decision? #meddicc #valueselling

"Saturation" isn't a problem 99% of the time. The industry that my SDRs are pitching in right now is one of the most saturated, yet we have no problems booking calls. Same applies to the industry I spent most my career in. The key decision makers would receive 30 calls per day, being pitched on basically the exact same thing I was pitching, and I was still closing deals. The thing that set me apart was that I understood saturation = room for growth. It means the framework is already there. All you have to do is beat out: - the people who are already successful in the industry & have checked out - the people who COULD be successful but don't want it enough. ALL you need is to want it more than everyone else. With this, you'll increase your activity & performance at the same time.

6 Reasons Your Deals Slip & How to Avoid Them Even the smallest misstep can cost you a deal. Here’s how to avoid the 6 most common reasons deals slip: ? ???????????????????? ???????? ?????? #?? ???????????????? ??????????: Don’t just address general pain points. Uncover the top business objectives driving decisions. ? ?????????????? ???? ?????????? ???????????? ????????????????: Don’t be just another vendor. Identify the unique problems your solution addresses. ? ???????? ???? ???????????????????????? ??????????: Don’t rely on “trust me.” Provide clear ROI with numbers. ? ???????????????? ???????????????? ??????????: It’s not just about business. Understand the personal motivations of decision-makers. ? ?????????????? ?????? ????????????????-????????????: Make sure you’ve spoken with everyone who has the power to say “yes” or “no.” ? ???? ???????????? ????????: Don’t leave prospects guessing. Create a specific, actionable plan for success that everyone agrees on. Remember, it’s not just about selling a product—it’s about delivering clear business and personal value.

?????????????????? ??????????????: ?????????????????? ?????? ???????? ???????? ???? ?????? ?????? ?????? ???????? ???????? ????????. Is your prospect consuming 80% of your team's energy for a 20% chance of closing? Think about it...They're stealing focus from REAL opportunities. Signs it's time to say NO: ??They won't give you access to decision makers ??Every conversation circles back to price cuts ??They're asking for capabilities way outside your wheelhouse ??Their timeline keeps shifting without explanation I've watched too many sales teams chase toxic deals because they're afraid to walk away. Your top performers know better. REMEMBER: Poor-fit clients become poor-fit customers. That commission check isn't worth the headache, damaged reputation, and burnt-out team. Want to learn how to identify and gracefully exit bad-fit deals? Read more in our latest blog in the comments. #saleseadership #qualifiedprospects #salesprocess #salesmanager #salestraining #successprinciples #salestips

A common question that's asked around this time of year is - 'As we round out Q3, what do we need to do in Q4 to finish the year strong?' It's situation, person, industry, company, etc. dependent. And, there are quite a few answers to this. Here is one simple answer... Build your Q4 plan as if you have ZERO pipeline. You have a sense of how much business you need to bring on in Q4 to hit your annual goal. Converting opportunities that currently sit in your pipeline play a big role in that. That said, a plan that does not factor in pipeline will consist of a much higher level of activity needed to hit your target. Commit to THAT level of activity. Let your pipeline do its thing. The combination of a plan rooted in 'extra-behavior' paired with reality (you already have deals in the works) will dramatically reduce your risk of falling short in '24. #q4planning #sales #growth #goals

When you truly understand your financials, you unlock opportunities that you may not understand fully. This pricing technique allowed us to build our own Top 100 landscape company faster and more effectively than anything we did when pricing large revenue opportunities. Knowing how to adjust overhead recovery to hyper scale makes all the difference. Bid like the company you will be once you land the job??????and remember overhead is plummeting faster and faster when the revenue is growing if you have efficiency built into your business processes.

"40%-60% of deals are lost to indecision." This means that, often, your biggest competitor isn’t another company, but rather your prospect’s fear of making the wrong decision. What John McMahon refers to as ‘Buyer Risk’ -that stage in the sales process after the Validation Event- where your buyer is faced with the reality of making a purchasing decision. Many of the companies we work with face this same customer challenge, especially in today’s economic climate where every buying decision is scrutinized. Frequently, this decision paralysis happens because the Champion simply hasn’t built a strong enough business case to present to their Economic Buyer. This leads to an internal stalemate driven by a lack of conviction, where no decision is made and the deal dies a slow, dusty death. The good news is that this is entirely within your control. By creating a clear, compelling business case for your Champion, you equip your Champion with the materials they need to push your deal through to their Economic Buyer. This gives them the confidence they need to make that final buying decision. Have you encountered this kind of buyer indecision?? What strategies have worked for you?

5 Secret Strategies to Close More Deals Closing deals often feels like a challenge, but these five unconventional strategies can help you turn more prospects into clients: 1?? Ridiculous No-Brainer Comparison Reframe the value to make it irresistible. Ask your client: "What would make this a no-brainer for you?" 2?? Highlight the Hell of Inaction Show the cost of doing nothing. Help your client visualize the risks and losses of delaying their decision. 3?? Benchmark with Competitors Compare your offer to the competition. Focus on your unmatched value rather than directly criticizing others. 4?? Paint a Vision of Victory Help your client imagine the benefits they’ll gain. Use language that aligns your solution with their future goals. 5?? Gamify the Close Add urgency with a small reward for quick decisions. Create excitement while maintaining profitability. Which strategy do you find most effective? Let me know in the comment??! #SalesTips #BusinessDevelopment #ClosingDeals #CustomerSuccess

The phone rang yesterday. An anxiously awaited call from a client. Like a defense attorney, I had been carefully crafting my case for months. I had gotten to know the client well. Since he'd first walked into my La Mer office, he also got to know me well over many exchanges and LinkedIn posts. We had converged on an option that I thought was a killer investment. I was confident that he did too. This call should have been the green light to close. It wasn't. And it was my fault. The wife had come into the picture, and she had limited knowledge of the location and its investment prospects. The deal would not move forward. Over months of discovery, I neglected to ask if anyone else would be involved in decision-making. Every investment lies in crafting an evidence-backed narrative that casts a positive growth trajectory. My failure to include a decision-maker in the building and telling of this narrative cost me the deal. No involvement, no confidence, no decision. In a world where salespeople must fight for attention, we are often grateful to get any reply at all. But it's a false sense of comfort. If we don't include ALL decision-makers at critical moments in the sales process, and get them ALL to say yes, then what's the use? Know your customer(s), and don't wait for them to volunteer critical information. Ask! #Sales #Negotiations #CustomerSuccess #RealEstate

So, I am out on my walk, and decied to listen to a masterclass where people pitch their businesses to investors. One person said their product provides the best quality, and their company offers the best service. The first thing i said to myself was "this isn’t a unique selling proposition". Quality and service are the bare minimum. isnt that what every competitor claims. A true USP is what makes you different, indispensable, and memorable. It’s the specific value you bring that no one else does. It’s the reason a client picks you, not because you’re “good,” but because you’re the only one who solves their problem in a way no one else can. Without a strong USP, you’re just another option in a crowded market. To succeed, you must stand out, not blend in. Anyways, back to my walk on this very cold day! #businessintelligence #USP #value