Filling the Funnel: Assessing Needs
May 6th, 2008
This is part four of a seven-part series. In this article, we discuss how to make the most of your appointment.
Hopefully, by the time you set the in-person appointment, you already have a great idea about what your client is looking for. With the complex sale, however, just connecting with one contact doesn’t mean you’re ready to present your proposal. An in-depth needs assessment is the purpose of this stage of the sales cycle.
If you read the previous article about Qualifying Prospects, you know that you’re talking to a qualified company. You have asked about their key concerns, have identified how your company can address those concerns, created a system for managing the relationship with the company, and are crystal clear about which concerns you cannot address. Now that the prospect is qualified, how do you make the most of the appointment?
What is Strategy?
April 20th, 2008
In a recent presentation entitled Dollars and Sense: Business Strategies for Marketing that Sells, a participant asked what the difference was between a Vision and a Strategy. At the time, I have to admit, I didn’t have a clear answer. I used my curiosity to look up what others had to say.
Some expert sources, like the Harvard Business Review and the Ivey Business Journal, have slightly different definitions of what a corporate strategy is. However, after reviewing a number of business strategy sites, I realize that strategy is the “umbrella” that captures all the pieces of why a business exists and the direction in which it is heading.
Filling the Funnel: Qualifying Prospects
February 12th, 2008
In the last two issues of our newsletter, TsuluNews, we explored the first two stages of the sales cycle: Building Awareness and Turning Suspects into Prospects. If you’ve been practicing these two steps diligently, your phone should be ringing with prospects looking for solutions. But how do you know if your prospect is qualified?
Welcome to the launch of TsuluViews!
February 10th, 2008
TsuluWerks is excited to launch its blog, TsuluViews. We will be posting our articles and tips to this blog to make it easier for more people to access this exciting information.
Since we mean business, I would like to start of with a sales and marketing integration starter, the three essentials for high-performing sales teams:
