Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
Greetings and happy Fall! This month I turn my attention to talk about responding to RPF’s and participating in bids. I see a lot of organizations in our industry exert a lot of time, energy and resources ($$ and manpower) responding to RPF’s only to get little or nothing in return. I have spent a large part of my sales career “elephant hunting” for winning large global accounts and I have a learned a few lessons. Going into all the details would be impossible but let me share with you two rules that you should keep in mind when evaluating and responding to RFP’s.
Last month I shared with you, A Quick & Easy Way To Grow Gross Profit. In the spirit of growing and maintaining the integrity of our gross profit margins, this month I share a few thoughts regarding the difference between “good” business and “bad” business. And more importantly, why we need to have the courage to walk away from bad business.
Learn our proven 7 step methodology for turning cold calls into hot leads.
In my last article titled, “Are You Bird Dogging,” March 2009 (http://menemshagroup.blogspot.com/) I discussed the importance of understanding when the sales cycle starts and when it ends and who is responsible for driving the job order through to closure. In that article I contend that far too many sales professionals including sales managers and executives in the staffing industry are more focused and concerned with finding the next job order than filling their current job orders. In other words, they don’t concentrate hard enough on filling their current orders. They lack strategy. In this article I’m going to discuss how managing the sales cycle is like managing a project and how you can effectively drive your job orders to closure.
For as long as I can remember patience has never been something that I’ve had much of. One thing I have learned however from my career in professional sales is that patience is a critical success factor. So I thought I would blog about the importance of patience and how it can play a key role in your success in the world of selling IT professional services.