Comparison and Checklist Guides
Choose the decision you are working on. Each guide explains the tradeoffs, the questions to ask and the evidence to collect before moving forward. The examples are illustrative planning scenarios.
Call vs Email Follow-Up for a Stalled Proposal
A stalled proposal does not automatically need another call or a longer email. Choose the channel by the uncertainty you need to resolve and the buyer's preferred way to communicate. The purpose of a follow-up is to clarify a decision, including a decision to stop, rather than to create activity for its own sake.
7 Responses to “Send Me Information” in Sales
When a prospect says send me information, they may want a useful resource, need time or prefer to end the conversation. Do not assume the request is either a buying signal or a disguised objection. One brief clarifying question can help you respond appropriately without turning a simple request into an interrogation.
7 Checks Before Ending a Sales Discovery Call
A discovery call is useful when both participants leave with a clearer view of the problem and what happens next. An automatic demo booking is not always the right outcome. Use these seven checks to decide whether another conversation, a specific answer or an honest close is appropriate.