Tag: Landing Big Deals

How Long Should It Take to Land a Big Deal?

Different factors will determine how long it will take to land a big deal. If you follow the process we help you establish, walk through each step, and don’t make compromises or compensations to try and force a deal that

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Using the Exec Team to Pursue Large Accounts and RFPs

Should the Exec Team Get Involved in Pursuing Large Deals? Yes, the executive team definitely needs to be involved in pursuing large accounts and RFPs. When Sarbanes-Oxley came out, the rules of the game, and how companies do things, changed.

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Use Large Account Strategy as a Growth Strategy

Our opinion is: If you could only pick one strategy to grow your business, the fastest way to drive growth is through a process, a large account process. It is good business sense to use major sales as your growth

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Avoid Wasting Time and Energy Chasing Dead Deals

Make sure you pursue only “good fit” large deals A company can spend a lot of time and energy chasing deals that eventually go to a competitor or fizzle out. That’s a fear many of our clients have. Everybody has

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To Land Big Deals, Don’t Qualify More – Disqualify More

Don’t let hopeful salespeople fill your pipeline with junk For years I have heard sales people tell me they want to learn how to qualify better and land big deals. It is every salesperson’s dream. Even though it is a

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How to Teach Sales Reps to Close Larger Accounts

It Takes a Team to Close Larger Accounts The way to teach your salespersons to close deals for large accounts is really a loaded question. You can’t teach the sales reps to do it on their own. Parts of the

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