Comments for Revenue-IQ

Comment on Questions are the Answer: Your Biggest Sales Challenge in 2012? by Chris Arlen

Chris Arlen — Fri, 03 Feb 2012 22:11:18 +0000

Bill,

Appreciate your feedback.

Comment on Questions are the Answer: Your Biggest Sales Challenge in 2012? by Chris Arlen

Chris Arlen — Fri, 03 Feb 2012 22:10:21 +0000

Lynn,

Thanks for your comments. Yup, Procurement is a bear.

Comment on Questions are the Answer: Your Biggest Sales Challenge in 2012? by Lynn Dewees

Lynn Dewees — Fri, 03 Feb 2012 12:30:29 +0000

Questions 8,9,10 and 11 are perennials for me. If I were to choose only one, I’d go with #11. An awful lot of my work is bid and it would be nice to have some influence on the development of the bid package and process.

Good article!

Comment on Questions are the Answer: Your Biggest Sales Challenge in 2012? by Bill Velez

Bill Velez — Fri, 03 Feb 2012 03:19:21 +0000

1) If you can’t speed up the sales cycle, how do you win more when contracts are put out to bid?

Comment on 23 Tips for Delivering Great Sales Presentations via Web Meetings by Tips for Successful Web Presentations | Media Sales Today

Tips for Successful Web Presentations | Media Sales Today — Mon, 30 Jan 2012 07:04:19 +0000

[...] a moment to read his post even if you don’t think you will ever make an online sales presentation; his list includes quite [...]

Comment on When Prospecting, Never Leave Voice Mail Except… by Chris Arlen

Chris Arlen — Wed, 24 Aug 2011 14:45:32 +0000

Scott, I think creating name (brand) awareness is a marketing function, not selling, and is done in better ways than leaving voice mail to new prospects. (for more see “Outbound & Inbound Marketing” at http://bit.ly/jeEsIf)

Also, it’s unlikely prospects will remember you 10 seconds after they delete the voicemail. And if that voice message shows up several times in the next few weeks it’s possible they’ll develop a negative association (spammer).

What other ways have you created name awareness?

Comment on When Prospecting, Never Leave Voice Mail Except… by Scott

Scott — Wed, 24 Aug 2011 14:33:16 +0000

What are your thoughts on leaving voice mail as a way to keep your name in your prospects thougths? We do this because our company is not the largest in the industry.

Comment on Selling Large Service Contracts to Big Companies by Chris Arlen

Chris Arlen — Mon, 25 Jul 2011 15:49:33 +0000

Steve, agree with you in that everything listed under “What Big Companies Get” is NOT what the contractor wants. Contractors want to keep as much of the non-routine tasks outside contract pricing.

That’s where it’s easier to have higher margins, as the customer is already used to the contractor and it’s more expedient for them to accept the contractor’s project pricing than seek someone else to do that smaller job.

Comment on Selling Large Service Contracts to Big Companies by Steve

Steve — Mon, 25 Jul 2011 14:07:58 +0000

What this artical is implying is true. But what it is telling you if you have ever failed on a large contract is what not to to do. do not let them roll special services into your daily tasks. Make sure the daily, monthly, quarterly,are clearly defined priced acordingly.

Comment on The 10-Minute Challenge for a Greater Personal Brand by Chris Arlen

Chris Arlen — Thu, 14 Jul 2011 16:41:53 +0000

Bill, glad you liked it. It may be old-fashioned courtesy or good manners to respond to messages but it adds up – in a good way. Just takes more effort, and conciseness ;)