Steve’s Blog

Steve’s Blog

“Must-Win Deals (How to Win Them and Why We Lost Them)” is Available Now!


I’m very excited that my book, “Must-Win Deals (How to Win Them and Why We Lose Them)”, is officially live on Amazon! For the first week ONLY, I’ve set the price to $0.99 for all of my friends, family, colleagues and connections. Check it out on Amazon: http://geni.us/U6VQ

For those that preordered the paperback version, I am told they have already started shipping and will arrive beginning today. Thanks so much for your support and your patience!

My overriding goal in writing the “Must-Win Deals” series is to help those in the increasingly difficult world of B2B sales to realize that things are even more challenging for B2B Buyers – especially when their goal is to make an informed decision and feel comfortable they are making the right decision. Instead of “selling harder”, I believe we should be making it easier to buy from us. And this book gives you the 4 simple and actionable concepts we should focus on.

Good Selling!

Steve

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Steve’s Blog

MUST-WIN DEALS – CAN WE MAKE IT EASIER FOR THE CUSTOMER TO BUY?


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 “What Is Causing Uncertainty?”, which is present in every complex B2B sale. In this blog, we’ll show how we can manage that uncertainty as well as address the question “Can We Make It Easier for the Customer to Buy?”

As we learned, we will almost never have perfect information – and, in truth, we can’t have perfect information. This would require all of the customer buying influencers to be perfectly aligned on the outcomes they want to achieve and to basically be experts in what they are buying – meaning they can easily “connect the dots” between those desired outcomes and the right solution to deliver them. That’s just too much to expect!

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MUST-WIN DEALS – WHAT IS CAUSING UNCERTAINTY?


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 presented “The Irresistible Value Proposition”, which is the definitive output of selling. In this blog, we’ll explore a topic that does not get nearly enough attention (perhaps we don’t want to know the answer!) and that is “What Is Causing Uncertainty?”

In complex B2B deals, we will almost never have perfect information – and I submit we can’t have perfect information. The reason is that the source for much of our information for winning a deal is to get it directly from the customer. Is it reasonable to assume that the increased number of buying influencers are any more aligned internally that we are? Is it reasonable to assume they know exactly what outcomes they want to achieve (we should be the experts on the outcomes our solutions produce)? In short, the increased number of buying influencers and buying centers on the customer side have added another level of complexity and thus risk.

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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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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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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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