Fundamentals of Digital Marketing
Posted: Wed Jan 29, 2025 4:47 am
So as you can imagine, I have a long history of executive management encouraging accelerated sales every quarter, often times by whatever means possible.
The Birth of an Ingenious Trial Close
I recall a particular quarter where I had on gambling data uk my office whiteboard exactly ten opportunities for new business simultaneously in play.
One of these opportunities was ripe and ready to go but the others were somewhere in the middle of their buying process.
Two weeks before the end of the quarter we received the word from above — this was a particularly challenging quarter, and we needed to use all legal means possible to bring in more business.
I was encouraged to offer discounts, which I did, to all ten accounts as an inducement to close before month’s end.
Each account knew that the discount was conditional upon receiving agreements before end of quarter and that they would not receive that discount if it came in later.
The Outcome…
So how did it work?
One deal signed — the very deal that was already at the closing stage before we had decided to start offering discounts.
The remaining nine accounts chose to continue their evaluation rather than take advantage of the discounts.
Naturally, we continued working these into the subsequent quarter, and ultimately we closed seven more of the original ten for a total of eight out of ten.
The Birth of an Ingenious Trial Close
I recall a particular quarter where I had on gambling data uk my office whiteboard exactly ten opportunities for new business simultaneously in play.
One of these opportunities was ripe and ready to go but the others were somewhere in the middle of their buying process.
Two weeks before the end of the quarter we received the word from above — this was a particularly challenging quarter, and we needed to use all legal means possible to bring in more business.
I was encouraged to offer discounts, which I did, to all ten accounts as an inducement to close before month’s end.
Each account knew that the discount was conditional upon receiving agreements before end of quarter and that they would not receive that discount if it came in later.
The Outcome…
So how did it work?
One deal signed — the very deal that was already at the closing stage before we had decided to start offering discounts.
The remaining nine accounts chose to continue their evaluation rather than take advantage of the discounts.
Naturally, we continued working these into the subsequent quarter, and ultimately we closed seven more of the original ten for a total of eight out of ten.