On MGMP today we look in depth at why having a sales closing process is absolutely vital to securing significant revenue in 2022. Perhaps you are bored of your sales team constantly sending proposals for them to come to nothing? Or maybe you have sales processes that are lasting 3, 6 or even 9 months. That can all change as Jess and Rob talk through the challenges, and transformations you could see from implementing this process.
In a recent online poll via LinkedIn, Rob discovered that around 30% of sales professionals who responded were seeing proposals take more than three months to convert from pipeline. These numbers are unacceptably long, and today we’ll explain why.
It is important to remember that conversions don’t always mean a sale. Sometimes a conversion can simply be a no that wipes it off the long list, deals that might never have deserved to be in your forecast, and allowing your sales team the freedom and opportunity to generate more leads, more proposals and more revenue.
Even better, if you’re looking for a quick, easy and cost effective solution – Selling to Corporate have created a workshop based on current client delivery on this very topic! Click here to book a call with Rob now!
On today’s episode:
- Why we’re currently running workshops on the sales closing process and how our industry knowledge has driven change for our clients [03.25]
- How a proposal process needs to be validated before even considering a closing process [07.24]
- Champagne on a beer budget – it doesn’t work [09.00]
- The reason sales people are scared to close? They don’t have enough pipeline! [11.57]
- Why good sales people can’t train, and how fundamentals are being lost [16.42]
- The focus shouldn’t be on poor proposals you need to consider the whole process [20.22]
- The deal size is irrelevant to the close pattern [25.08]
- Contact Rob to discuss how the closing workshop can work for your business! [26.56]
About Marginal Gains, Maximum Profit: The Podcast
Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results – in any economy!
Join Jess Lorimer and Robert Cutler of Selling to Corporate as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring ‘how-to’s and of course, those strategic sales techniques to see you into your next promotion.
Key Resources Mentioned in this Episode:
To discuss our sales closing process workshop, book into Rob’s diary.
Listen to the MGMP episode on sales call diagnostics.
Check out the Future of Sales In Sport – Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
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The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
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