Adaptive Business Services
JANUARY 11, 2023
In October of 2021 I was contacted by an electric sign company where I had previously served as a partner during the 1990’s. He did not have a B2B sales background (he was a banker), no electric sign experience, and he was new to Boise so he had few connections. I’ve never seen anything close. All good numbers!
Adaptive Business Services
MARCH 13, 2024
What makes these deals easier to close? I specifically remember a deal when I was fairly new in the electric sign industry. The post High Value Deals Are Often Easier To Secure appeared first on Adaptive Business Services. Newer sales reps may avoid these, primarily due to a lack of confidence. Never become complacent.
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Adaptive Business Services
DECEMBER 28, 2022
The end of 2022 brought to a close certain chapters of my professional life. I had spent a part of 2022 trying to break into electric signage (my background as an owner and a manager) as a vertical market for my consulting services. The post Time to Refocus in 2023 appeared first on Adaptive Business Services.
Adaptive Business Services
MAY 11, 2022
I don’t much care for the term “creating” as it implies some sort of artificial emergency that is conjured up by the salesperson in order to close the sale. My background was in the electric sign industry and the benchmarks that needed to be met prior to the actual installation of the signage were many.
Adaptive Business Services
NOVEMBER 10, 2021
This includes creating the deal, associating it to a contact or company record, tracking the deal through a pipeline (your process for closing this deal), and generating forecasts based on your pipeline(s). A percentage chance of closing that is used to calculate the weighted deal value. A projected close date. A dollar value.
Adaptive Business Services
DECEMBER 8, 2021
My background happens to be in the electric sign industry and I will be introducing a series of posts on this site that relate directly to that market. However, the principles discussed will be applicable to any business! The post Selling Signs – Effective Communication Skills appeared first on Adaptive Business Services.
Adaptive Business Services
JUNE 9, 2021
It’s the BIG KILL and it might also be the only deal that they are working and, if it does not close, they got nothin’. The easiest way to explain my philosophy is to discuss it in the context of my former industry … electric signs. The post Sales 101 – Big Game vs. Varmint Hunting appeared first on Adaptive Business Services.
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