Josh Lowry
Seven Reasons to Avoid Discounting
In cloud, SaaS and sales in general, discounting is common practice to help get deals closed. While discounting can increase performance, it can also have negative consequences. The negative consequences include: ◾Confidence – When you offer a discount, you are saying, “I do not fully...
What is Executive Maturity?
When dealing with people, remember you are not dealing with creatures of logic, but of emotion. – Dale Carnegie In his book, The Maturity Factor, management consultant Larry Liberty said , 80% of corporate executives in the U.S. were not fully mature. He called them...
Another Alternative to BANT
A SQL is a prospect that meets the sales team’s minimum requirements for engagement. While BANT is the best known SQL definition, 38% of companies have moved to AN (authority and need) and 35% have moved to ANUM (authority, need, urgency and money). Whatever...
What is A Qualified Lead?
A sales qualified lead (SQL) is a prospect that meets the sales team’s minimum requirements for engagement. While BANT is the best known SQL definition, the majority of companies have moved to AN and ANUM. According to sales research and advisory firm, TOPO, 38%...
How to Choose the Right Sales Training Company
I am in the initial stages of planning LiquidPlanner’s sales kickoff meeting for 2016. One of the key agenda items will be sales training. Having attended several sales trainings, I know first-hand that they can be hit or miss depending on their delivery and...