The Sales Cycle
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
The sales cycle is a journey, requiring a balance between business discussions and personal engagement.
Knowing how to balance the two, when to talk business and when to go off topic is an important skill set for sellers to have.
Learn how to build good will, and get your customers and prospects out of the office for non-business related events!
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Tech Sales Insights LIVE
Join Randy for this weeks episode of Tech Sales Insights LIVE featuring Richard Harris? , Found of The Harris Consulting Group and author of The Seller’s Journey:
This episode is sponsored by Spotlight.ai, our Value Intelligence sponsor. Spotlight.ai provides a Value Intelligence AI-driven platform to transform sales discovery, auto build differentiated business cases, and optimize value positioning for field and remote teams.
'Building relationships through podcasting is a strategy I've used in the past and have driven lots of revenue doing that.'
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
The Sales Cycle
What the Idea Is: The sales cycle is a journey. Know when to talk business
and when to go off topic to other interests, personal, etc.
Why It Is Valuable: The value here is that technology/business can be boring, especially now, when people are glued to their terminals or phones in the same room all day. Going off topic is an opportunity to get closer to someone and develop a relationship based on all the things that really matter for the long term, vs. just the transaction. You’ll learn more about other people, what makes them tick, what their hobbies are, family situations, their passions, etc. This can only help you when negotiating, dealing with tense issues, asking for their help, and moving the ball forward.
How It Works: I deploy it sometimes when the other person least expects it; it’s good to call someone when you don’t need him/her. That’s how you build good will. One of my most unique and best gifts is my ability to get business executives out of the office to attend unique events, including F-1 Racing, golf, the US Open Tennis Championships, Italy car rallies, etc.
VP of Growth at Proximity Works | Artificial Intelligence, B2B SaaS, Performance & Scale Engineering. Building in AI (in stealth).
1 年What an important topic
4x Salesforce Sales Leader 5x AAiSP Top Sales Leader Teaching revenue teams how to #EarnTheRight to Ask Questions, which questions to ask, and when.
1 年Looking forward to this conversation. Thanks for supporting the #sales community, Randy