Once you identify a sales lead, qualify it, and agree to pull together a proposal, you still face many challenges as you navigate the sales process. In a recent interview for her blog, sales strategist Jill Konrath and I talked about some of those challenges.
I thought I’d elaborate on five of the challenges in my latest newsletter. In short, those five challenges are:
- Manage Perceived Risk
- Respond to New Decision Makers
- Craft a Compelling Win Theme
- Understand How Clients Use a Sales Proposal
- Don’t Shoot Yourself in the Foot
If you want the full story, click over and read the article in this month’s issue of The Guerrilla Consultant.