Tag Archives: Opportunities

Critical Success Factors

Depending on what you are selling, your sales cycle has a particular rhythm and timing. Some industries have a long sales cycle involving months of negotiating and others are quick cycles, landing you in Sale Completed territory within a few hours or days.

Beginning with prospecting, you’ll warm up your market by marketing before you engage with your prospects. Once you’ve identified a new prospect and begin an exploratory conversation, be sure you make an excellent first impression, whether by phone or in person. Once you connect, you have about 7-10 seconds to get your prospects attention, so drive for clear impact in those first critical moments.

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Standing at a Crossroad

Some of the most challenging negotiations are the ones we have with ourselves.

At the crossroads we’re asking ourselves tough questions about choices, options and best bets. Do I stay or do I go, do I risk speaking up or do I risk even more by being silent? Is this all there is to my career? Is this really worth it?

Whether it’s time to change the game plan or it’s time to refocus and stop dreaming about options, embedded in change are enormous challenges and opportunities. We like to focus on the upside of challenges, regularly asking ourselves if it were impossible to fail, what brave thing would we do?

Get Traction, not Spin

We can spin in circles forever if we let all the buzz about marketing get to us, so sort it out.

Your marketing plan gives you traction when you capture your new contacts and flow them into your ongoing messaging. Depending on your market, social media such as LinkedIn, Twitter, and Facebook can be incredibly useful or completely useless, and ditto with making presentations and writing articles and ezines. Your market determines your best marketing channels.

Triangulate your personal and virtual relationships and discover the power of knowing other people and making sure that they know you. Get to know people and reach out to them virtually and in person. Take advantage of this huge opportunity. Make your virtual connections real by reaching out and shaking hands with the people in your virtual networks. It may be one of the fastest ways to position yourself as an expert in your field and get traction for your service and business.