Insights

How to Fix Your Closing Problem

How to Fix Your Closing Problem

Closing requires clarity. Too often, we think we have agreement, only to discover that the right actions have not been taken, or what you thought was an understanding as to how to go forward is very different from the customer’s understanding.

The sales process is a series of agreements crafted with the customer, moving along the path toward contract. And at that critical junction, it’s essential that sales teams have the skills, tools and strategies on hand to keep the sale on course and moving forward as planned. At Global Performance Group (GPG), we call this “Closing for Action.”

Here are 4 tips to help keep your close on track:

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Get your team talking and inspire innovation

Get your team talking and inspire innovation

Many executives see innovation as a leadership issue: The big guns, employed at significant cost, are incapable of delivering what they promised. But the lone genius is a rare find, and in your hunt to find one, you'll end up alienating and demotivating some truly...

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No such thing as a fast buck

No such thing as a fast buck

After hours of brainstorming, R&Ding, planning, thinking and talking, you'd think that at least one person in these huge multi-national corporations would have stood up and challenged the notion of Colgate making meals or Bic making underpants. But this is what...

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Talking about our generations

Talking about our generations

Most corporate leaders are smart, logical people, and many of them are Gen-Xers or Baby Boomers, groups characterized by the need for processes learned in a pre-Internet world, where they needed to physically move from place to place to deal with most tasks. When...

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Engage the disengaged

Engage the disengaged

  You know what engages and inspires people most? Feeling they’ve done a good job and that their work is valued and valuable. Agreed? But according to a recent Gallup state-of-the-workplace report, only 30% of employees are engaged and inspired at work. 50% are...

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Start nurturing innovation

Start nurturing innovation

Money plummets into R&D, new product development, leadership development initiatives and employee engagement programs, but for most companies, the desired impact is still elusive. It’s time companies focused less on the money spent, and more on the creativity and...

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Challenge the creative

Challenge the creative

If you were an elementary-school teacher and you shouted at your class, telling them to draw the nicest picture they’ve ever done, how do you think those drawings would turn out? Full of color, imagination and creativity? Or rigid and nervous, penned by children...

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Own your virtual sales call before you even get to the pitch

Own your virtual sales call before you even get to the pitch

      Meetings software has found its own in the post COVID environment.  Imagine what business this past year would have been like without video conferencing apps and software—yes, we’re looking at you Skype, Google Meet, Google Hangouts, Starleaf, Kitsi Meet,...

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Procurement wasn’t built in a day

by Ron D'Andrea Share They say Rome was not built in a day ... but from 21 April 753, when legend says Romulus and Remus founded Rome, through the building of the railways to supplying the troops in the world wars, procurement has historically been a clerical job....

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Make contract renewal a sure thing

by Ron D'Andrea Share Recognize this? Salesperson clinches the deal, customer moves over to the account manager, renewal sales rep schmoozes the customer to renew, maybe upgrade, their contract when the time comes. And so it goes on. But is that conveyor belt really...

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How to upsell and cross sell effectively

by Ron D'Andrea Share Do you want fries with that? The question of a generation. The moment of upsell. It’s now such a natural question that we don't even notice it. The customer has bought the product she wanted, and she is happy with it. But the "want...

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Courage in presentation tension

by Ron D'Andrea Share 91% of people asked thought trying to calm down before giving a speech was the best option. [1] But is it? Glossophobia. Stage fright. Fear of public speaking. Whatever you call it, it’s very real. A Gallup Poll in 1998 found 45% of people were...

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Courage in negotiation tension

by Ron D'Andrea Share In ‘Star Wars: The Force Awakens’, goodie pilot Poe Dameron faces up to black-masked baddie, Kylo Ren, in what should be an extremely intimidating negotiation. On his knees, with a gun pointed at his head and explosions occurring all around him,...

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