The quota year is winding down for many of you, but that doesn't mean you can rest on your laurels. Learn how important it is to focus on solving problems for customers versus trying to pitch them. While you are busy closing the deals you can in the final December push, don't forget that you need to be thinking ahead to the New Year. Planting the seeds for your sales future must be top of mind. Sales acceleration is an inside job, and it is all about velocity. The common myth is that buyers slow down the sales process, but it might be a big shock to many sellers to know that they are the ones slowing down the purchasing decision. If you sell, you have one job to do. Contrary to what you might think, it isn't to sell something. Selling is about helping customers solve their business problems and make buying decisions. Think about delivering value in a different way. Think of adding value as providing information quickly, in order to move buyers one step closer to a purchasing decision. Make it easy for them to make a decision.
