🧠 How to Go After Larger Deals - Sales Pipeline Course: Chapter 5 | 📽️ 2 mins
Four things you need to focus on in order to start going after large deals:
1. Learn about how bigger companies purchase.
2. Focus on bigger companies with bigger budgets.
3. Present logical add-ons and bundle multiple products and services into a deal.
4. Envision yourself closing bigger deals.
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Comments
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I agree with all four points. I'd add, think about what's happening in your customer's world. What market forces are impacting them i.e. demographic trends, technology, economic & environment, rules & regulation, competition, uncertainties, and, most important, what are their needs.
Working through this exercise should expose some gains they may desire to achieve or pains they need to avoid. Look for opportunities where you believe you can help your client. Keep in mind assumptions are OK. They give you an opportunity to have a conversation to validate or invalidate your thinking.
What are your thoughts? What would you add?
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Carl Zuhl said:
I agree with all four points. I'd add, think about what's happening in your customer's world. What market forces are impacting them i.e. demographic trends, technology, economic & environment, rules & regulation, competition, uncertainties, and, most important, what are their needs.
Working through this exercise should expose some gains they may desire to achieve or pains they need to avoid. Look for opportunities where you believe you can help your client. Keep in mind assumptions are OK. They give you an opportunity to have a conversation to validate or invalidate your thinking.
What are your thoughts? What would you add?
@Ted Youn @Brad Krause what's your take on @Carl Zuhl 's comment above? Would love to hear your thoughts.
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