David Kolakowski interviewed my Kami Grayson on SKST Radio
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Stories from the Blog
Dealing with Big Prospects: 5 Killer Mistakes – Part 3
Even when business is good, there’s still a chance of running out of cash flow. You have to always be prepared for a slow in sales or a surge in expenses. One of the keys to balancing your cash flow is to get your clients to pay on time. This can seem like a nightmare but is absolutely essential to a successful business.
Dealing with Big Prospects: 5 Killer Mistakes – Part 2
When you take on too much, your business can’t keep up and therefore you can easily lose control of everything and find yourself barely functioning. You want your business to be successful, no doubt, but you need to have a plan for how you will handle the growth. Your clients expect great customer service and high-quality products/services, they don’t know or care about your behind-the-scenes operations to get those things done.
Dealing with Big Prospects: 5 Killer Mistakes to End your Deal – Part 1
There are 5 big mistakes that will kill a deal with a big fish. They are:
Not meeting the client’s expectations
Mishandling a client crisis
Taking on more than you can handle
Putting all your eggs in one basket
Up cash creek without a paddle
Any one or combination of these can not only kill the partnership but have the ability to take down your company as well. We’re going to take a bit of time to talk about each one of these, in this lesson we’ll cover the first two.
Keep Up the Momentum
In the last post we talked about negotiating with your big fish and how to nurture and build on the relationships you are creating. Today we’ll talk about the power your fish has and how to utilize that for your benefit.
One of the most important aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company and who needs to stay loyal to you for you to continue a profitable partnership with your fish. You can keep your champion going by offering or doing a number of things to show appreciation.
Bring Them Flowers: How to Prepare for that first Face to Face Meeting
These are all important things to do both before and during your presentation. With confidence behind your company and product you will catch that big fish. The next step of the process is negotiation. This can seem a little intimidating but with a few tips and tricks can become natural to you.
Who’s Your MVP Sales Person?
In the last post we talked about making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish.
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We approach every project and every problem we are tasked to solve with a "Business First" Mindset. We need to make sure the solutions we provide are effective today and will continue to be effective and help maintain a competitive advantage as we move into the future. This requires not only a thorough understanding of the business goals and obectives but a deep understanding of the business processes, the people in the organization and the standing in the community.
If a technology solution does not make sense for a client we will say so, and provide reasons. Our future success is tied directly to the success of our clients. And that success means making the best decisions as regard to technology and infrastructure or the business as a whole.
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Because one size does not fit all we have developed several learning options for you to choose from .
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