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Software for Sales Managers

Manager's Minute

Divide and Conquer

by Pat Rodgers

CSO Insights states that on average we are looking at 8 buyers in a single deal. In these situations indecision runs rampant, wires get crossed, and competing priorities become major roadblocks. The best answer is for you and your sellers to separate your buyers, follow up individually, ask similar questions, and compare notes. You’ll be amazed at how quickly you can identify champions, detractors, and key influencers. 

Give it a shot today. You have a deal out there today that’s stalled, that feels off, and that has folks in the decision tree whom you haven’t spoken to but have been named by your contacts. 

Getting in the trenches shows commitment to their success and will give you confidence in the key deals you need to hit your target.

This message first appeared in the Manager Minute, Loupes email community built for Sales Managers. Subscribe below.

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