Tribe Lesson

Accelerating the Decision Process

We close 2.9 X more deals at the end of the month in B2B Sales. But lost deals simultaneously increase by 11.4 x. Why? Because the ‘end of month’ panic causes us to move from a ‘pull’ to a ‘push’ model of selling. We’re at the start of the month and the last month of the sales quarter. What’s in your sales enablement this week to help prevent the late push BUT make sure you hit your quarter numbers? Here’s a five-minute video on how to accelerate your deals, so you do not fall into this trap.

Next week we will be learning how to negotiate to make sure you capture the value you've created in the sales process. Make sure you or your colleagues are signed up for weekly Tribe lessons.