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Highest odds of closing


Is the art of "closing a deal" confined to just those with "sales" in their title? Who really are the salespeople in an organization?  Aren’t we all focused on providing value to our clients in the form of advising and executing solutions?  If that's the case then wouldn't everyone, including an innovator like myself, be considered a contributing member of sales?



Valuable and relevant perspectives are enhanced due to the amount of client data available and the ability to run this information through artificial intelligence.  If your sales folks have more than one opportunity they are chasing down, how are you facilitating their ability to prioritize activity focused on exceeding plan, understanding success patterns with clients, and correlating transactional and social dimensions which influence close probabilities?  It was no coincidence when Microsoft purchased LinkedIn just last year. The convergence of information around us, and our ability in 2017 to leverage this information, has never presented such an overwhelming opportunity to change the way we see sales.



A salesperson's ability to master the emotional quotient (EQ) remains to be paramount (including yet not limited to; trust, empathy, and persistence), be careful getting too comfortable as those which learn to balance the relationship and emerging technologies which provide digital insights, will rule the day.  Look at your existing tools, not as sales performance management but instead as intelligence based opportunity optimization.



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Next post:  people business, can I really get objective measurements?

See all of the "last mile worker" posts here:  http://lastmileworker.com

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