Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Think "Warm Up" Versus "Call Planning"

We're constantly told in sales to make sure we plan our calls. Planning suits some pursuits, but in a sales context, it's more warm up, than planning. It's "getting ready" just before. That's because you're in both the selling and the performance business. So what you really need is a "just-before-the-call" list. The checklist list should guide you to the high-impact issues and moments in the conversation that you need to be ready for. And the issues are pretty universal.

- If a first call, what is my Opening approach, my "lift-off" 60 seconds or 2 minutes? (Conversation Entry Point)

- Making a clear connection to the last conversation, if it's a call that is already part of an established opportunity.

- Questions that identify key prospect priorities and concerns.

- Prescribing a clear approach, roadmap or solution that delivers impact for the prospect's business.

- Anticipating obstacles, inhibitors, risks and curve balls for yourself and the prospect.

- What - scheduled - next step will the prospect find useful?

Action Point This Week:

Apply the warm up list to each of your calls and meeting this week. You will see an immediate improvement in terms of call outcomes, e.g. more scheduled next steps with buyers.

P.S. Warm up call planning doesn't replace the extensive, more detailed opportunity planning needed for many B2B sales, especially if they are complex. But, warm up planning is always needed to maximize personal performance. It produces same-day results.

enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Think "Warm Up" Versus "Call Planning"

We're constantly told in sales to make sure we plan our calls. Planning suits some pursuits, but in a sales context, it's more warm up, than planning. It's "getting ready" just before. That's because you're in both the selling and the performance business. So what you really need is a "just-before-the-call" list. The checklist list should guide you to the high-impact issues and moments in the conversation that you need to be ready for. And the issues are pretty universal.

- If a first call, what is my Opening approach, my "lift-off" 60 seconds or 2 minutes? (Conversation Entry Point)

- Making a clear connection to the last conversation, if it's a call that is already part of an established opportunity.

- Questions that identify key prospect priorities and concerns.

- Prescribing a clear approach, roadmap or solution that delivers impact for the prospect's business.

- Anticipating obstacles, inhibitors, risks and curve balls for yourself and the prospect.

- What - scheduled - next step will the prospect find useful?

Action Point This Week:

Apply the warm up list to each of your calls and meeting this week. You will see an immediate improvement in terms of call outcomes, e.g. more scheduled next steps with buyers.

P.S. Warm up call planning doesn't replace the extensive, more detailed opportunity planning needed for many B2B sales, especially if they are complex. But, warm up planning is always needed to maximize personal performance. It produces same-day results.

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Think "Warm Up" Versus "Call Planning"

We're constantly told in sales to make sure we plan our calls. Planning suits some pursuits, but in a sales context, it's more warm up, than planning. It's "getting ready" just before. That's because you're in both the selling and the performance business. So what you really need is a "just-before-the-call" list. The checklist list should guide you to the high-impact issues and moments in the conversation that you need to be ready for. And the issues are pretty universal.

- If a first call, what is my Opening approach, my "lift-off" 60 seconds or 2 minutes? (Conversation Entry Point)

- Making a clear connection to the last conversation, if it's a call that is already part of an established opportunity.

- Questions that identify key prospect priorities and concerns.

- Prescribing a clear approach, roadmap or solution that delivers impact for the prospect's business.

- Anticipating obstacles, inhibitors, risks and curve balls for yourself and the prospect.

- What - scheduled - next step will the prospect find useful?

Action Point This Week:

Apply the warm up list to each of your calls and meeting this week. You will see an immediate improvement in terms of call outcomes, e.g. more scheduled next steps with buyers.

P.S. Warm up call planning doesn't replace the extensive, more detailed opportunity planning needed for many B2B sales, especially if they are complex. But, warm up planning is always needed to maximize personal performance. It produces same-day results.

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.