#LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenterprisesales win deals that are 5X their average deal size.
We discuss the importance of planning and strategising, rehearsal and role play to iron out problems, preempt obstacles and objections and reduce the probability of chasing deal you cannot or should not win. Have you ever worked out the cost of an enterprise pursuit, win or lose? It can run into the £tens or £hundreds of thousands. If you have a low #winrate or a low order value it can mean you don't see a profit for months, even years. The second highest hidden cost in any business is the hidden cost of sales and one that bites deep into your bottom line.
If you aren't clear about what's the intersection between what the customer wants and needs and your strengths you can find yourself wasting an eye-watering pile of cash, squandering scarce and costly resources and diverting them from high value, high return real business you can and will win.
- Do you know what your win themes need to be?
- Have you agreed clear roles, responsibilities and #accountability in your account teams?
- Do you have #executivesponsorship and involvement from both sides?
- Have you identified the winning plays to win 5X deals?
Lisa and I have a very honest, unvarnished conversation that will help you identify what your team can be doing to raise your enterprise sales game, drive growth and secure the future of your tech business.
Contact Lisa via:
Lisa’s Profile: linkedin.com/in/toplinesalesWebsites-
toplinesales.com (Company Website)
-
toplinesales.com/blog/ (Blog)
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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