Account development
The Lost Book of Sales
by Santeri Liukkonen
3w ago
If maintence is more about keeping things the way they are now, active account development is more actionable and dynamic. Sometimes it happens almost automatically and you receive direct follow-up access to where other problems exist in your account. This way, if you’re fortunate enough, you'll be able to instantly start a new sales cycle and take things onwards from there. When your product is readily established at your customer's site, you’ll find it easier to work with your internal sponsors resulting in less selling effort needed to close consecutive add-on deals. However, sometimes thi ..read more
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LBS Newsletter #5: Value of flexibility
The Lost Book of Sales
by Santeri Liukkonen
1M ago
What is the value of flexibility? ?️ ? To state a simple example, let's say you and me discuss starting a business. We'd be splitting our shares in the venture 50-50, where both would need to dole out 1000 bucks towards the initial start-up capital totaling $2000. You're kind of interested, but you are hesitating. You have lots to bring to the table, but you're slightly worried of losing your $1000. Neither are you sure about the long-term potential of our amazing new business idea. At this stage in life, you have other options and you're willing to walk away. Sensing that you're on the e ..read more
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After-sale strategies: Navigating the treacherous implementation stage
The Lost Book of Sales
by Santeri Liukkonen
2M ago
If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you may be wrong! In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when signatures are exchanged, whereas experienced sales professionals know the real work between your organizations is only about to begin. Let’s dive in a tad more from the seller's perspective. The implementation stage Just as you’d think you’d be safe to decrease your efforts, there’s another critical stage right there ready ..read more
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After-sale strategies: Navigating the treacherous implementation
The Lost Book of Sales
by Santeri Liukkonen
2M ago
If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you're wrong! In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to start. Let’s dive into this a tad more from the seller's perspective. Implementation stage Just as you’d think you’d be safe to decrease your effort, there’s another critical stage right ther ..read more
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Navigating the sales ecosystem: Advanced tools for the modern sales force
The Lost Book of Sales
by LBS Wiki Staff
2M ago
In the dynamic world of modern sales, success hinges not just on personal skills but on leveraging an array of sophisticated tools. These tools, often underutilized or misunderstood, can dramatically reshape sales strategies and team dynamics in large corporations. 1. Advanced CRM Solutions: Beyond basic customer management, advanced CRM systems now offer predictive analytics, integrating AI to forecast sales trends and customer behaviors. They're evolving from data repositories to insightful decision-making tools. 2. Integrated Communication Platforms: Tools like Slack and Microsoft Teams ha ..read more
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Consequence issues: How resolving buyer concerns makes or breaks complex deals
The Lost Book of Sales
by Santeri Liukkonen
2M ago
There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. This is something for you to consider before stepping into negotiating and finalizing your complex deal. Overlooking what's discussed below may completely jeopardize your entire effort until this moment, so watch out! Whereas in smaller transactions the risks are more contained, in strategic enterprise sales, the risks aren’t just higher – they multiply. We’re dealing with situations involving more stakeholders, increased competiti ..read more
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Evaluation of options: Differentiation and vulnerability in a competitive environment
The Lost Book of Sales
by Santeri Liukkonen
9M ago
Welcome to the world of hard and soft differentiation, a less understood way to propel successful sales strategies. We will continue our journey of elevating the sales professional's role from a transactional job to a consultative one. In complex sales, understanding micro and macro differentiation is crucial. Macro differentiation is about the broad marketing strategy of your organization, highlighting the main features of your product or service that set you apart in the market. Micro differentiation, on the other hand, is the personal touch at a sales level, where the unique needs of each ..read more
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Selling indirectly to decision makers
The Lost Book of Sales
by Santeri Liukkonen
1y ago
Traditional sales doctrine tells us to always try and gain direct, face-to-face, access to the executive sponsor or the decision maker at all costs. We keep hearing however, that it's increasingly difficult to get in front of these "centers of power" in our modern cut-throat busy marketplace. So what can we do? The answer is to leverage our internal sponsors that we've identified at the focus of dissatisfaction, so they can push the topic internally and sell, as well as progress the process on our behalf. As always, it is easier said than done, and you might be familiar with a situation where ..read more
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Stoicism from the ground up
The Lost Book of Sales
by Santeri Liukkonen
2y ago
A lot of the text is almost directly cited from Holiday's collection so if you find it interesting I recommend you to check out the book on Amazon or elsewhere. The post consists of three sections: An Introduction A collection of my favorite stoic quotes On getting busy with your life's purpose If you like this post, learn about additional principles of staying blanced and happy, read one of my best book reviews, the Denial of Death by Ernest Becker, or dive into Naval's summarized wisdom. I'm sure you won't be disappointed. Introduction The philosophy asserts that virtue (meaning, chiefly ..read more
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Confidence
The Lost Book of Sales
by Santeri Liukkonen
2y ago
5 + 1 ways to emit confidence This movie was some top-class entertainment by the way, a strong recommendation. So, let's get down to business. This will help you seem confident, trustworthy and professional. Hint, don't take this all too seriously. 1. Relaxed body language WHY: It helps other people feel relaxed too and builds up your confidence. HOW: Spread yourself out comfortably. Move yourself freely. Have eye contact on special occasions. There are some funny scenes.2. Be non-reactive WHY: If you are non-reactive it shows you are not pressured by what’s happening around you and have all ..read more
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