Steve’s Blog

Steve’s Blog

MUST-WIN DEALS – THE IRRESISTIBLE VALUE PROPOSITION


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Why Will The Customer Want To Choose Us Right Now?”  We discussed perhaps one of the most misunderstood concepts in business and was value. In this blog, we’ll provide a capstone to the first four sales management questions by exploring what I consider the definitive output of any selling process and that is the Value Proposition.

Our goal should always be to present an Irresistible Value Proposition – one that will cause the customer to sit up, take notice, want what we’re selling and want it right now! However, we should first make a distinction between a “marketing value proposition” and a “sales value proposition” as I find many salespeople tend to equate the two, when they are really different things.

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Steve’s Blog

MUST-WIN DEALS – WHY WILL THE CUSTOMER WANT TO CHOOSE US RIGHT NOW?


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Can we win?” In this blog, we’ll explore why the customer would want to choose us – and do so with a sense of urgency. The answer to this question all boils down to perhaps the most misunderstood concept in sales and that is “Value.”

We lose deals because customers do not see the value of our offer. We win deals because they do. The more value a customer perceives, typically the deals become larger and the customer desires to close them quickly. It’s really no more complicated than that. So, what is value in B2B sales?

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Steve’s Blog

MUST-WIN DEALS – CAN WE WIN?


Perhaps no other question is more important to answer when it comes to closing must-win deals. And yet, too often I find (especially with organizations that have an anemic sales funnel), this is the one question account teams really don’t want to ask. Does that make sense? The best salespeople are quick to qualify out, because if they can’t win, they want to spend their precious time on more productive pursuits—that can lead to a deal!—rather than spending it on “activities” that will ultimately prove fruitless.

In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Are we aiming at the right target?”. In this blog, we’ll explore how to assess if we can win the deal as well as several other key insights that come from this question.

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Steve’s Blog

MUST-WIN DEALS – ARE WE AIMING AT THE RIGHT TARGET?


Today, we will continue our discussion about the handful of must-win deals that are the key to hitting our number for any given quarter as well as any given fiscal year. What critical questions deserve our attention if we are to have a high probability of landing these must-win deals? In the previous blog we addressed Is the Opportunity Real. In this blog we’ll explore the question of ‘Are we aiming at the right target?’—meaning are we aiming at the right deal?

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MUST-WIN DEALS – IS THE OPPORTUNITY REAL?


I would like to continue our discussion about the must-win deals that are the key to hitting our number for any given quarter and any given fiscal year. We began by reviewing the questions from the last blog that haunt sales management and executives—THE QUESTIONS THAT HAUNT.  In this blog we’ll delve deeper into the question ‘Is the opportunity real?’

I am purposely steering away from the concept of “qualified” as I’ve found it to be contentious at best and something that varies greatly from company to company as well as within the sales organization of any given company. Instead we’ll explore something a little bit less controversial—what makes an opportunity “real”. By “real” I mean is the customer prepared to commit resources if a viable solution is found? This is an insight that should be important to any sales leader. There are several key components that make an opportunity “real” which we’ll explore.

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MUST-WIN DEALS – THE QUESTIONS THAT HAUNT SALES MANAGEMENT


It is the nature of B2B selling that any given quarter as well as any given fiscal year is dependent on a handful of must-win deals. This is simply a manifestation of the Pareto Principle which is better known as the 80/20 rule or the law of the vital few. Where approximately 80% of the effects (bookings) come from 20% of the causes (opportunities).  This has been well documented in many human endeavors. You can see this type of distribution in a single sales territory, district, region, country and even the global corporation.  It is inescapable.

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