Big Sale
Landing Big Sales – When Should You Let Go and Try Later
A painful decision:
As a small-midsize company, some of your attempts at landing big sales will not turn into deals despite your best efforts. In such cases, the best choice is to temporarily abandon this effort and look for other opportunities to go after the big sales. Some small-midsize companies desperately try to salvage the deal by offering incentives and concessions to the buyer even when the buyer is not in a position to move forward. This is a very bad move because it hurts your credibility and set you up to make even more concessions in future deals. More likely trust between the two companies will falter and further business will be difficult.
Though giving up on prospective big sales may be a painful decision for the small-midsize company, it is better to spend your time, energy and resources on companies who have problems they want to fix today.
In order to ensure that you clinch the big sales at the next attempt, your company should do its homework and start preparing itself now. Here are some suggestions that will help in landing big sales.
• Analyze the big sales you have lost this year and identify the probable reasons for your failure, as well as counter-measures to avoid their recurrence.
• Revisit the buyer’s requirements, their buying policies and methods, and other pertinent details.
• Look out for any advance signals that the big company is about to start their buying operations and plan for appropriate action.
• Use Google alerts to monitor changes in the company that signal a chance to re-engage.
• Identify the potential decision makers and other members of the buyers’ purchase team and get as much information about them as possible for eventual use.
Building up confidence levels:
As you start landing big sales it is natural to expand your products, services and capabilities to meet the needs of bigger companies. It is a good strategy to keep big companies you are not doing business with informed about your expanded offerings, capabilities and new clients that demonstrate your expertise and credibility. By sharing relevant information with key contacts you can enhance relationship and see if there are mutual interests worth exploring.
The wrecking crew:
Whenever a smaller company is doing business with a larger company it is important to take adequate precautions to protect the deal from sabotage by other interested parties. The risks will mainly be from three sources:
• The first wrecker will be the current supplier who will be displaced by you. As soon as your new deal is signed and sealed, this supplier will start fighting for regaining his lost business by offering all kinds of promises and concessions to the large company.
• The second wrecker will be from within the large company itself. There will be some disgruntled elements that felt slighted or ignored by the decision makers when the new deal was confirmed and have their own axe to grind.
• The third type of wrecker is other small businesses who are your competitors in the field. They will try to find an entry for themselves in the newly concluded big sales and eat into your business.
You should exercise extreme vigilance and caution to ward off these threats to your business and protect your own interests.
About the Author
Tom Schaff is the President of EXP Growth and has an experience of over 15 years. He provides insights on landing big sales to companies that range from small start-ups to the fortune 500. He has worked with over 100 B2B companies understanding complex sales challenges, team selection and has reduced sales cycles while paving the way for exponential account wins. For more information, visit www.expgrowth.com
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $3.60 |
|
|
SALE Big 25mm Heart Shape Multicolor crystal 18K GP pendant-pen68 Free shipping $12.60 |
|
|
Lapala lure Big sale FMAG14, PSRD BSH PH P Choose one! by corefishing $13.99 |
|
|
Lapala lure Big sale FMAG14, PSRD BSH PH P Choose one! by corefishing $13.99 |
|
|
Lapala lure Big sale FMAG14, PSRD BSH PH P Choose one! by corefishing $13.99 |
|
|
CND Shellac Remover Wraps – 100 Wrap ★ BIG SALE !!! $23.62 |
|
|
Three Black Bears Thick Heavy soft warm Blankets extra plush bear big 79×95 sale $48.22 |
|
|
CND Shellac UV Gel Colors Kit – Base Top coat SET OF 6 – BIG SALE ★ Ship in 24h $94.72 |
|
|
Retro Big Eyes Owl Adjustable Ring Style JR128 bronze On Sale! $0.99 |
|
|
Retro Big Eyes Owl Adjustable Ring Style JR128 silver On Sale! $0.99 |
|
|
Wide Glide 13″ over FOR SALE (shown on rolling chassis) ..Fits BIG TWIN HARLEY $1,650.00 |
|
|
Advertise Point Big Sales Sign 10 Pcs Card Orange New $4.83 |
|
|
Invicta Women’s Watch Diamond MOP Dial 0723 Casual Watch Box + Warranty BIG SALE $145.00 |
|
|
BONE/ BEIGE STRAW CHURCH HAT STIFF TULLE BOW! ON SALE! BIG REDUCTION!! $29.99 |
|
|
ART AUCTION, Painting & Ceramic Sale BIG 1870s Print $49.95 |
|
|
ART AUCTION, Painting Sale London, BIG 1870s Print $49.95 |
|
|
Vintage Wood Carved Beer Wagon- HORSE /COW BIG SALE! PRICE REDUCED $70.96 |
|
|
VINTAGE WOMANS DRESS COAT BY QUEEN MODES- BIG BIG SALE PRICE SLASHED $99.00 |
|
|
Oscar Howe”CHILDREN AT PLAY” COA #348/1000-Framed 36×28-BIG SALE! BUY NOW!! $875.00 |
|
|
VINTAGE COLLECTIABLE BRABANT ASHTRAY AND CIGARETE BOX-BIG SALE $19.99 |
|
|
RARE VINTAGE SCALE BABY VASE-VERY VERY COLLECTIBLE-BIG SALE $19.96 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
SKI SUIT BIG SALE BUY 2 GET 1 FREE $221.24 |
|
|
Big Sale Windless Feather Flag Sail Banner Tall bnsw $34.95 |
|
|
I REALIZE I HAVE A GARAGE SALE PROBLEM T-SHIRT #4671 $23.49 |
|
|
I REALIZE I HAVE A GARAGE SALE PROBLEM T-SHIRT #4671 $23.49 |
|
|
I REALIZE I HAVE A GARAGE SALE PROBLEM T-SHIRT #4671 $24.49 |
|
|
I REALIZE I HAVE A GARAGE SALE PROBLEM T-SHIRT #4671 $24.49 |
|
|
Big Sale ! Fishing Lure Lures Swimbait Topwater Piastic Bid US 2693 $0.99 |
|
|
12″ SALE DECAL sticker clearance retail 50% off huge big everything on for now $8.99 |
|
|
Big Sale Windless Feather Flag 15ft Sail Banner w/ Pole/Spike bNSWPs $84.95 |
|
|
Big Sale Yellow Black and Red Windless Feather Flag Sail Banner Tall bnsw $34.95 |
|
|
Big Sale YBLKR Windless Feather Flag 15ft Sail Banner with Pole bNSWP $79.95 |
|
|
Big Sale Windless Feather Flag 15ft Sail Banner with Pole bNSWP $79.95 |
|
|
BIG & BOLD BUCKLE MARCASITE BAND RING SZ 6,7,8,9 +GIFT STORE FOR SALES! $99.01 |
|
|
Big Sale ! Fishing Lure Lures Swimbait Topwater Piastic 5 Pcs 2701 BId US $3.71 |
|
|
Hot Sale！ Sport Style Mens Boys Big Dial Silicon Black Analog Quartz Wrist Watch $0.99 |
|
|
Frank Sinatra and Big Band Estate Sale Collection (29 C.D.s) $68.88 |
|
|
Sale!!!!!Silver EP Hot Fancy Big Peach Heart Necklace $5.86 |
|
|
Sale!!!Silver Plated Vogue Men’s Big Tooth Necklace $6.58 |
|
|
1963 Chevy Big Cars DELUXE Sales Catalog $14.99 |
|
|
Grass Sticker – 42″ x 12″ – BIG SALE – Reg $35 – By Walls Of The Wild #71600 $24.95 |
|
|
2012 AIRSTREAM 23 D INTERNATIONAL SERIES TRAVEL TRAILER CAMPER BIG SALE CALL $63,791.00 |
|
|
HO Athearn Locomotive Engine, F 7 Burlington NEW IN A BOX ! BIG SALE!!! $37.95 |
|
|
SALE Big 25mm baboosh natural Abalone Shell Pendant 18K GP-pen35 Free shipping $1.51 |
|
|
FORD TRUCK FT SERVICE ENGINE BIG RIG 1983 SALE BROCHURE $9.99 |
|
|
SALE Big 35mm Yellow Rose shape coral pendant &15mm earring gift set-pen160 $4.80 |
|
|
NEW KITCHEN APRON BY ASPIRE BIG RED APPLES NWT BIB APRON SALE FREE SHIP $6.50 |
|
|
NECE SCRUB TOP WITH DOGGIE FACES ON IT==7/9==LANDAU==BIG SALE $5.00 |
|
|
SALE Big 7-8MM WHITE Rice natural PEARL 17″ NECKLACE-5024 Free shipping $2.25 |
|
|
Digital Smart Trickle Battery Charger BIG SALE 70% OFF $14.99 |
|
|
Men’s 20 Diamond Watch “House Of Diamonds” Oversized Reversible Big Sale 159.99 $159.99 |
|
|
BIG RUSSIAN/GREEK WOODEN CHOTKI – 30. SALE !! $18.99 |
|
|
BIG RUSSIAN/GREEK WOODEN CHOTKI – 30. SALE !! $16.99 |
|
|
BIG CHRISTIAN WOODEN CHOTKI – 30. SALE !! $17.99 |
|
|
Chevrolet : Silverado 2500HD LTZ 2500HD **BIG BIG SALE** NAVIGATION BLACK HT COOLED LEATHER 12 CHEVY 4WD 4X4 DIESEL CREW $52,959.00 |
|
|
Rock Grass Sticker – 42″ x 12″ – BIG SALE – Reg $35 – Walls Of The Wild #180700 $24.95 |
|
|
BIG CHRISTIAN WOODEN CHOTKI – 30. SALE !! $17.99 |
|
|
SALE Big 22mm coin shape RED lines Agate 17″ necklace-5436 $9.99 |
|
|
Sale$ Big Golden Leopard & Zebra 60 feet Wallpaper Border 359 $15.95 |
|
|
Epson Enhanced Matte Paper 44″, SO41597 – Big 2012 Sale! $109.99 |
|
|
1963 St. Petersburg Florida Big Deal Auto Sales Toy Car Crash Press Photo $9.53 |
|
|
HOT SALE! FASHION CHIC GIFT SILVER PLATED BIG BEADS NECKLACE BRACELET/EA $5.98 |
|
|
Big Sale ! Fishing Lure Lures Swimbait Topwater Piastic 5 Pcs 2697 bid us $0.99 |
|
|
DEPT 56 DICKENS BUMPSTEAD NYE CLOAKS & CANES BRAND NEW RETIRED DEPT 56 BIG SALE! $10.00 |
|
|
Hot Sale 1PC Big Eye Owls Pendant Pocket Necklace Watch for Kids $0.99 |
|
|
SALE – Big Fuchsia Pink Crystal Gem Black Bracelet Cuff Bangle $5.99 |
|
|
Henleys Big Print T-Shirt Grey White M Gauguin Short Body Cheap Sale Free Post $23.63 |
|
|
SALE beautiful Big 35mm jacinth Rose shape coral pendant-pen55 $1.36 |
|
|
BIG SALE* PRETTY FLOWER GOLD PLATED BRACELET $13.99 |
|
|
3 3/8″ Glass Marble ~ Mark Matthews ~ BIG Checker Board Geometric ~ SALE $575.00 |
|
|
SALE Big 12MM Round Light Green Jade 17″ Necklace-nec8406 Free shipping $6.00 |
|
|
Presto 04820 PopLite hot air popper $29.99 Plug in Prestos PopLite and the party begins. In less than 2.5 minutes you will have up to 18 cups which is equal to two large bowlfuls of fluffy popcorn with virtually no unpopped kernels. And because the machine uses hot air instead of oil the resulting snack is healthier and lower in calories. Thats not to say you can nott add butter in fact the half cup measuring cup on top of the popper doubl… |
|
|
Keurig B40 Elite Brewing System $89.99 The Elite Brewing System is Keurig’s gourmet home brewing made affordable. The Elite Brewing System, the most affordably priced Keurig kitchen brewing system, offers K-Cup® coffee, tea and hot cocoa brewing as the elite choice to any drip coffee maker. The Elite offers two cup sizes for brewing options with the programmable feature of Auto Off. The 48-ounce removable water reservoir holds up to 6… |
|
|
Hamilton Beach Big Mouth Juice Extractor $55.00 Makes up to 24% more juice than a leading petitorExtra-large 3″ chute juices whole fruits and vegetables with less prep800-watt motor processes whole fruits and vegetables in secondsLarge pulp bin allows the user to juice longer and add nutrient-rich pulp to any recipeAll removable parts are dishwasher-safeStainless steel strainer basket with cleaning brush for easy pulp removalEasy to assemble an… |
|
|
Changed $9.95 All products are BRAND NEW and factory sealed. Fast shipping and 100% Satisfaction Guaranteed…. |
|
|
Clear As Day $9.86 Mercury Nashville/19 Recordings/Interscope artist Scotty McCreery will release his much-anticipated debut album, Clear As Day, on Oct. 4, 2011. “We’ve been working hard on this album not only in Nashville, but in studios across the country because I’ve been on the Idol tour,” he says. “We’re putting what I believe are the best songs we could find on it and I really hope everyone likes it. The w… |
|
|
The Bodyguard: Original Soundtrack Album $5.16 At the time of its release, this was the watershed for soundtracks, selling a kazillion copies. It documents Whitney Houston’s character in the Kevin Costner movie, which required Houston to play only herself (although one hopes she wouldn’t end up with someone as smarmy as Costner). The album is as much a testament to the production of Babyface who, through the mid-1990s, actually was the mainstr… |
|
|
Star Trek (Three-Disc Edition) [Blu-ray] $30.84 The perennial sci-fi franchise is reinvigorated, courtesy of “Lost” creator J.J. Abrams. Reckless Starfleet cadet James T. Kirk (Chris Pine), logical Vulcan instructor Spock (Zachary Quinto), down-and-out doc Leonard “Bones” McCoy (Karl Urban), and the rest of the Enterprise crew come together for the first time to stop a vengeful Romulan (Eric Bana) who’s traveled back in time, creating an altern… |
|
|
The Princess and The Frog (Three Disc Combo: Blu-ray/DVD + Digital Copy) $23.95 Disney returns to traditional animation with this loose adaptation of E.D. Baker’s novel “The Frog Princess.” In early 1900s New Orleans, Prince Naveen–transformed into a frog by a voodoo curse–mistakes the beautiful Tiana for a princess whose kiss will break the spell. But when the smooch also turns Tiana into a frog, the pair must race to find a way to change them both back, falling madly in l… |
|
|
Mulan [VHS] $6.00 Solid entertainment from a new group of Disney animators. The story source is a Chinese fable about a young girl who disguises herself as a man to help her family and her country. When the Huns attack China, a call to arms goes out to every village, and Mulan’s father, being the only man in the family, accepts the call. Mulan (voiced by Ming-Na Wen, sung by Lea Salonga) has just made a disastrous… |
|
|
Streamlight 73001 Nano Light Miniature Keychain LED Flashlight, Black $3.75 FEATURES Easily attaches to just about anything with pocket clip or key ring: 1 Up to 8 hours run time: 2 Machined aircraft grade aluminum with anodized finish: 3 Uses 4 alkaline button cell batteries included: 4 White LED bulb with 10 lumens: 5 Weatherproof: 6 Includes a non-rotating snap hook for easy one handed operation when atta… |
