The CorsPro blog is here to provide ideas, valuable insights and creative solutions for the presales process.
The days of an effective boilerplate scope of work is over. Time to ditch the boilerplate and start using custom SOWs that are automated but tailored to your customers’ needs and increase your sales potential.
There are a lot of roadblocks when it comes to achieving sales goals, but one of the biggest issues is the lack of effective sales proposals. The strength of your proposal makes all the difference when it comes to closing more sales faster. Make sure you are not committing the top 7 deadly sins of proposal creation.
It might be difficult to tell if you’ve been hit by scope and margin creep. You may notice that you’re having some of these issues but not directly correlate them to scope or margin creep. We’ve put together five indicators that your scope of work is out of control and your margins are shrinking.
When it comes to technology sales teams, there are some pretty obvious costs to having an incomplete presales process. Whether it’s lost sales opportunities, frequent staff turnover or the implementation of incorrect solutions, there are a lot of ways that having an insufficient process can reduce your bottom line. Read about 3 secret costs that could be ruining your sales process.
We’ve identified some common components that contribute heavily to a successful sales process. Here are three parts to a vital presales structure that leads to better technology solutions sales.
When proposing a solution, are you solving a problem or simply hawking a manufacturer’s product? While at Xchange 2017 sponsored by The Channel Company, an interesting question was posed: “Should your sales team be technical?”
A strong set of discovery questions early in the sales process will get information from the customer without feeling like pulling teeth. Additionally, it will start to build a trusting relationship with your customer. Great questions will typically get great answers.
Is there a difference between a sales process and a sales method? Think of a process as a treasure map and the methodology is your compass. Read why it’s important to know the difference and to have both.
Sales cycles are taking longer. This makes sense. Customers are researching more and dragging out the process. So how can a sales person shorten that sales process?