Where are next year's mega deals coming from?
Timothy "Tim" Hughes 提姆·休斯 L.ISP
Should have Played Quidditch for England
So how is this year going?
I'm guessing you are organised and know who your?total addressable market?(TAM) and your focus accounts are?
I've written before about how to sell into your focus accounts in this article here.
Have you had to pull deals forward?
I know of companies that are?giving away $millions of margin needlessly?as they are still?relying on old fashioned sales techniques which means they have to offer discounts to get business closed.
Want to stop giving away margin at the end of the quarter, try this article.
But what about getting ahead of ourselves in?getting our megadeals planned out for next year?and maybe we can start the execution, this side of Christmas??
How are you going to build mega deals for 2023?
I think we need to lay to rest all of those interruption demand generation methods, that have been around since the 1980s (cold calling), 1990s (email marketing) and 1930s (advertising).?We've all seen the research and?relying on 30 or 40 year old sales methods to get mega deals in 2023?seems a little incompetent.?
It's like going?clay pigeon shooting?with a?catapult.?
领英推荐
Your business, it's salespeople and employees today must be digital today
Let's just walk through a reminder of what that means
1. A buyer-centric profile
2. A digital territory
3. Authentic, inspiring, educational content
Want to know more about?social selling,?check out my new book
In this brand new edition, I have updated all the text, I have also got?15 practitioners, so?people who are doing this already?to explain how they are get (practical)?business benefit. From the?CEO?that has been running a digital business for over 18 months?to?sales?leaders?who use social selling every day.?
Articles on how these business have and are implementing digital, from?Mercer,?Telstra Purple,?Ring Central,?Cyberhawk,?Namos,?Ericsson,?Crux Consulting,?DLA Ignite?and more.
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2 年Mega Deals here! Get your Mega Deals right here! ??
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2 年I think that its going to become very tough and any business trapped in old school thinking will find themselves in trouble The game needs to change In so many ways
Where Conversations Become Stories—and Stories Become Growth
2 年Great article Timothy, so many companies will tell you, “we are digital!” And there is a big difference being ‘on’ digital v’s ‘being’ digital in your approach to business development. I spoke to a senior sales rep yesterday, who doesn’t do much on social because he’s waiting for his marketing team to create content he can use on social. He would rather wait for marketing to help him create conversations, and his job is to create conversations and grow pipeline. Gobsmacked! But it’s happening everywhere. Anyone else have a similar story?
Global Enabler, advisor for SDG entreprises.?Altruistic projects, that’s my commitment to spread, popularize GUILD4AI vision.? Founder #GUILD4AI G4AI #AI #AFRIA #CDA #Africa L’Hacienda member ??? #G4AI member ??
2 年https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/1398607320/ref=sr_1_4?crid=2C352U3PS7WTY&keywords=social+selling+techniques+to+influence+buyers+and+changemakers&qid=1668510299&sprefix=social+selling%2Caps%2C149&sr=8-4 Amazon
Global Enabler, advisor for SDG entreprises.?Altruistic projects, that’s my commitment to spread, popularize GUILD4AI vision.? Founder #GUILD4AI G4AI #AI #AFRIA #CDA #Africa L’Hacienda member ??? #G4AI member ??
2 年Timothy (Tim) Hughes 提姆·休斯 DLA ignite #dlaignite