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Close Deals Faster

Posted by Aldwin Neekon

Maybe your sales team sells with a defined, measurable, repeatable sales process. Maybe it doesn’t.

Either way, you can close deals faster if you know what your customer’s buying process is.

Your best sales people figure this out intuitively.  They meet all the players.  They make up their own org chart.  They find out what makes each person at the customer company tick.  They identify the champion, the supporters and the detractors.  They find out who needs to sign off at each stage to keep the deal moving forward.  They learn about the politics and the funding formulas and the past vendor experiences.

Your entire sales team could close deals faster if everyone in your company was aware of the customer’s buying process.

“Aldwin made significant contributions to our success and I recommend his work in market strategy, market sizing, unique value propositions, and portfolio recommendations.” Lucas Skoczkowski, CEO at Redknee

Instead of wasting time creating marketing collateral every company “must have” but no-one reads, your marketing team could create just the right materials that will unblock the largest number of sales.  Your sales support team could invest their efforts in creating video demos that answer the top 10 questions that come up on the first sales call, instead of spending time and money flying around from one unqualified sales pitch to another.

Take the time to understand what your customer’s buying process is.  Figure out where your deals are getting stuck.  Concentrate your efforts on those areas.

Let’s Get Started.

 

Who Do Your Enterprise Customers Always Care About?

Posted by Aldwin Neekon

Your enterprise customers don’t really care that much about the things you say about yourself.  They don’t even care that much about the stories you tell about them.  But there is one group of people that they’re always interested in: their own customers.

Do you know how to tell your story in terms of your customers’ customers?

Read More →

How Do You Select Which B2B Market Segments to Serve? – with Mercatus Technologies’ Sylvain Perrier

Posted by Aldwin Neekon

Sylvain Perrier, CEO of Mercatus Technologies, describes the various markets they could have targeted, and the measurable market characteristics they analysed when choosing which market to focus on.

How many of the market segments you serve were deliberately chosen? How do you decide what industries to serve and which to ignore? How have your decisions changed over time?

Be sure to also view my interview with Wave CEO Kirk Simpson on making tough choices in B2B product management.

How Does Your B2B Team’s Diversity Help You Grow? – with Mercatus Technologies’ Sylvain Perrier

Posted by Aldwin Neekon

Sylvain Perrier (CEO of Mercatus Technologies) reveals how their team’s cultural diversity helps their company succeed.


 

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How Do You Choose Which Companies to Partner With? – with Mercatus Technologies’ Sylvain Perrier

Posted by Aldwin Neekon

Sylvain Perrier (CEO of Mercatus Technologies) discusses how he chooses his personal mentors, and what that has in common with how he chooses the companies for Mercatus to partner with.

P.S. Don’t miss my conversation with Firmex CEO Joel Lessem where he shares insights on the B2B marketing skills essential for your team’s growth.


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How Did the iPhone Force Your Company to Recreate Itself? – with Mercatus Technologies’ Sylvain Perrier

Posted by Aldwin Neekon

Mercatus Technologies‘ CEO, Sylvain Perrier, describes the company’s early hardware innovations – and how much of the business had to be re-invented in response to the iPhone’s release.

It’s interesting how quickly they were able to pivot away from being a hardware company (with deep investments and multiple patents) into becoming a software company, taking advantage of Read More →

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