Intrоduсtіоn Evеrуоnе thеѕе dауѕ іѕ talking аbоut personal performance аnd соmрlаіnіng thаt thеу are juѕt not рrоduсtіvе еnоugh. Undеr the соnѕtаnt pressure to do bеttеr аnd achieve mоrе іn еvеrуthіng wе do, wе оftеn fееl overwhelmed. We strive tо be mоrе еffісіеnt, tо ѕаvе tіmе оn mundane tasks and to gеt mоrе dоnе. Wе want tо bе оutѕtаndіng аt…
Bracket Close – Make three price level offers, with the target in the middle Cost of Inaction Close – How much are they losing in the future by not taking the solution today? Deadline Close – Countdown timers and other deadlines drive urgency. Demonstration Close – Show them the goods. Directive Close – Step by step action the…
Outsource: Prioritize your time by eliminating the unnecessary tasks and outsourcing your weaknesses. In this way, your time and focus is directed to where you’ll make the biggest impact for your business. Eliminate temptation to waste time: This is especially so if you are in the online industry. There are so many distractions online, from news to gossip to videos…
Detailed, relevant prospect initiatives Underlying business drivers Motivators for a purchase decision Competitors in the deal Vendor preferences Project timing Project budget It’s often said that buyers are getting smarter and more powerful. In fact, one recent study of 1,400 business-to-business buyers conducted by the Corporate Executive Board found that roughly 60 percent of a typical buying decision…
“One cannot buy, rent or hire more time. The supply of time is totally inelastic. No matter how high the demand, the supply will not go up. There is no price for it. Time is totally perishable and cannot be stored. Yesterday’s time is gone forever, and will never come back. Time is always in short supply. There…
InsideSales.com Labs research shows that the best place to begin when designing your cadence is with a 3x3x3x3 attack plan. 3x3x3x3 means placing 3 phone calls, leaving 3 voicemails, sending 3 emails, and performing 3 social interactions. We call this cadence “The Commander” because it turns your sales development reps into heat-seeking missiles that rarely miss the mark….
Decision-making is like being the captain of…
Week 14: Leadership and Communication in Decision-Making…
Week 13: Strategic Decision Making in Practice…
