The Birth of an Ingenious Trial Close

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To gain attention you need to consider “edgy” and stand out in the market. The important element is to create multiple messaging that addresses the business challenges from #2 above. Campaigns should be focused to the specific job title you are attempting to address. Most partners use the same messaging to addressing all job titles or worst they use a technology message expecting business decision makers to understand or translate the technology pitch into valid business benefits. Run your “Business Breakfasts or Executive Forums’ campaigns aimed specifically to a job title with the appropriate message for that title. “Drive an Increase in Customer Satisfaction and Lower Your Costs” certainly would get the attention of the VP of Marketing or COO.If you are involved in sales in any way then I’m sure you are familiar with the pressures associated with reaching end-of-quarter or perhaps even end-of-month quotas.

It is unfortunate that these pressures often give rise to many dysfunctional selling practices.

One common tactic is to offer a concession of some kind in order to close the sale before the end of the month or quarter.

Trading Margin for Timing
End-of-quarter discounts are essentially trading margin tunisia telegram data for timing. I am not an advocate of discounting in an attempt to accelerate timing.

However, having worked for a publicly traded company for almost two decades, I do understand the dynamics involved.

In some cases, revenue recognized in this quarter may actually be more valuable to the company than that same revenue the following quarter.

So as you can imagine, I have a long history of executive management encouraging accelerated sales every quarter, often times by whatever means possible.

I recall a particular quarter where I had on my office whiteboard exactly ten opportunities for new business simultaneously in play.

One of these opportunities was ripe and ready to go but the others were somewhere in the middle of their buying process.

Two weeks before the end of the quarter we received the word from above — this was a particularly challenging quarter, and we needed to use all legal means possible to bring in more business.