Posts Tagged "Jeanne Buchanan"


by Jeanne Buchanan Writing sales proposals is one of the most time-consuming activities in the selling process.  While they’re a lot of work, they’re also key to closing big-ticket deals.  So if you’re going to take the time to write a sales proposal, make sure you get it right.  These suggestions will help you write a productive one. Give them what they need. Jointly develop your sales proposal with your customer....

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by Jeanne Buchanan Year end is approaching. How can you create a sense of urgency within your clients or prospects to close potential deals before then? How can you uncover their individual motivations to create motion and closure? It’s the classic sales conflict. Your metrics are driving your behavior and your agenda is pressured by the time of the year (and maybe your manager). Do you all of a sudden change your TRUST equation with...

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by Jeanne Buchanan In a time of global competition, rightsizing, and demands for predictable quarterly performance, executive teams cannot afford to waste critical resources, investments, or time. It is imperative to “manage up” the accurate and timely information needed to make the best decisions. An account review is an ideal vehicle for this communication, and a critical part of effective sales management execution. A...

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by Jeanne Buchanan You’ve done everything you know to do to remedy the situation, but there’s just no pleasing some customers.  They waste your time, energy, and resources.  Do you dare fire them? Back in the day, there was much analysis and discussion about firing your least-profitable customers.  A prevailing school of thought counseled, “Cull them out.”  “Free up resources to generate better margins and profit.”  “Send them packing...

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By Jeanne Buchanan A sales executive told me about the problems that his organization was having with making their channel partner strategy work. The list was long. I asked him, “Then why in the world do you have a partner program?” His response: “Because there is no other reasonable option.” Channel partner strategies are put in place for a number of reasons, including: ·         Provide access to new markets...

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