Not Yet Rated
New Course
0.5 Hours (On-Demand)
CPE Not Available
Instructor for this course
more

For products and services in which the Sales Cycle is particularly long or maybe less predictable, it can sometimes be difficult to tell the difference between measured progress and time-sucking dead ends. While you’re pushing to move the opportunity to the next Stage, the customer is not always going to be cooperative, or adhere to your timetable. So when the inevitable delays occur, the question then becomes, how do you know what’s normal and what’s not? Is the opportunity in danger? When might it be time to cut your losses and simply move on?

The Red Flags Your Sale Has Lost Momentum course provides insights into four of the most common situations confronted by all sales people. In each of those situations, suggestions for what to do next will be discussed. 

Learning Objectives

  • Identify the signs that a sales opportunity has lost momentum.
  • Discover the benefit of sometimes letting time pass before taking further action.
  • Explore strategies for regaining momentum.
Last updated/reviewed: September 18, 2018

Prerequisites

Course Complexity: Foundational

No Advanced Preparation or Prerequisites are needed for this course. 

Suggested reading: Trench Warfare: Winning the Battle for Mindshare in Channel Sales., Ref.: Chapter Six – Promote Success.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION and OVERVIEW
Red Flags
  5:27Red Flags 1 - 4
  6:50Why Followup Matters
CONCLUSION
  13:33What To Do Next
CONTINUOUS PLAY
  27:27Red Flags Your Sale Has Lost Momentum: What to Do Next
SUPPORTING Materials
  PDFSlides: Red Flags Your Sale Has Lost Momentum: What to Do Next
  PDFRed Flags Your Sale Has Lost Momentum: What to Do Next Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM