It’s inevitable. In some opportunities, no matter how strong the fit is between the customer’s needs and our solution, we don’t get the “yes” we were looking for. When this happens, sometimes we get a “no” outright, but more often than not, we get a delay.
The customer’s delay may be a...
Consider this situation: An RFP arrives or an opportunity is uncovered, and after a little consideration, we know that our odds of winning are low. Perhaps the Solution Fit is weak, or we lack coaches and/or knowledge, or the engagement rules are too stringent. In any case, we know we should...
At the heart of the IMPAX NxtGen™ Sales Process is the concept of Business Fit. We define Business Fit as “how two companies, working together, can support the customer in driving critical business outcomes”. These outcomes typically pertain to the customer’s critical business objectives, key...
At IMPAX, one of our favorite strategies comes via Stephen Covey and his book, The 7 Habits of Highly Effective People. All of the seven habits are great, but one that stands out for us is,
“Begin with the end in mind.”
One of the ways we ‘begin with the end in mind’...
In these times when our ability to spend time with prospects in an effort to win new business is limited (or non-existent), we see our clients – and many other companies – doubling down to keep the customers they are currently working with. Customer retention has become more important than ever...
Most people in the sales and relationship management profession believe in doing their homework about their customers and prospects. People who sell products tend to ask questions focused on the customer’s needs, while people who sell their company’s value (and solutions) ask questions about...
Many of us are now fully immersed in the practice of delivering virtual presentations. We have almost no choice. If we want to deliver an impactful presentation, this is the option we have right now. While many of the presentation skills that have served us well over the years continue to do so...
After several months, the shut-down continues and there is no end in sight. With few exceptions, most of us in sales and account management are limited in our ability to see customers face to face. Yet, many of us have pivoted, working effectively remotely to re-engage with customers.
...
We have been well trained. We know our products and solutions well, and we believe in them. We are enthusiastic subject matter experts who understand our competitors and our competitive advantage. Given this, it’s easy to see why some of us make the classic mistake. In some situations, it’s...
This new virtual way of working is having a big impact on how many of us feel about our jobs and careers. So many of the things that attract us to sales and account management positions – things like networking, meeting and getting to know new people, uncovering opportunities to help drive...
