Tuesday, 11 June
Today's Topic
Sign 'em up again...renew EVERY account.

Skill + Do

According to the book Marketing Metrics, you have a 60 to 70% chance of selling to an existing customer and a 5% to 20% probability of selling to a new prospect.

Makes sense.

But just because your client bought once doesn’t mean you’ll skate through the renewal process.

In many instances, you’ll need to prove yourself all over again. And you’ll need to be even more strategic and smart about how you prove your value.

When your customer is ready to make another decision, they’ll know much more about how your company services them and how your performance meets their objectives.

This means your questions and probing must go deeper to learn more about what they think about your value. Don’t forget, the competition is now banging down their door harder than before too.

Tomorrow - July 19

Stop saying "thanks for your time."

Today - July 18

On this day, Nadia got a 10

Nadia Comăneci was playing for Gold medals; you’re playing for big commissions. Both of you know you need to be maniacal about the behaviors and habits that drive the results you want.

Read More

July 17

"Me no afraid of sales angst!"

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

Read More

July 16

Who's NOT my champion buyer?

You know how to bond with anyone…you’re a pro. But the strength of your bond is determined by how you provide value for your Champion inside their world, not inside a bar.

Read More

“You can focus on adoption, retention, expansion, or advocacy; or you can focus on the customer’s desired outcome and get all of those things.” Lincoln Murphy

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