Dean Curtis @_deanc
faith - family - friends - fitness - fun ingage.io Yardley, PA Joined March 2009-
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Define your number one success metric before implementation to accurately track and improve your software's impact.
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Top performing sales teams consistently close at higher rates by including financing options within their content and presentations.
When a key stakeholder leaves you must reintroduce the value to a new champion to prevent usage from plummeting.
Closing more deals is often about presenting flexible affordability options rather than just focusing on the total price.
Treat new software like a major business merger by focusing on detailed change management rather than just a login.
Be careful about introducing pricing too early in your marketing materials to avoid anchoring customers to a cost that might not fit their needs.
Ensure long term success by identifying technical, business, and accountability owners for every tech rollout.
Ensure you have stretched the gap between the client's problem and your solution so that the price reflects the true value provided.
Mastering the art of silence is a sales superpower that gives your buyer the space they need to solidify their decision.
Give your team a safe place to experiment and make mistakes to ensure successful software mastery.
Shorten your sales cycle by quickly diagnosing client pain points and providing the visuals they need to feel comfortable with your solution.
Building trust with a buyer is easier when you replace frantic over-explaining with calm and collected confidence.
Don't quit early on new software because every system requires a period of learning before adding value.
Maintaining a calm and confident demeanor allows you to listen better and tailor your solutions to the prospect.
Clients are far more likely to buy when they can see themselves and their neighborhood reflected in your presentation.
Skip the top down mandates and empower internal champions to build organic trust in new tools.
Providing your team with the right tools ensures a consistent process that wins more deals.
When a prospect says they need to think about it you can gain clarity by asking what specific information they are still missing.
In a world of rapidly shrinking tech cycles you don't need to be first but you can't afford to be last.
Your presentation materials should support your conversation rather than dictate a rigid and boring march through slides.
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