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And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. A good Customer RelationshipManagement (CRM) tool is crucial here.
You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Today, all interactions, contact details, preferred services, and transaction histories are stored in customer relationshipmanagement platforms (CRMs). ” Positions the rep as a partner, not a nuisance 2.
This includes everything from securing approvals and ensuring every contract is compliant. Technology hardware providers and telecommunications companies rely on Deal Desks to manage large-scale, intricate sales processes. This includes setting prices, drafting custom contracts, and keeping service delivery on track.
If a customer pushes for a lower price, negotiate for a longer commitment or expanded scope for instance, dropping the price in exchange for a multi-year contract. Leverage modern tools Start with the basics: tools like customer relationshipmanagement (CRM) systems, sales enablement platforms , and sales engagement platforms.
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