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In this episode, Scott and Robert discuss the importance of talking to prospects about their 2017 budgets at the beginning of 2016, and how to start prepping your product delivery to be best prepared for getting a prospect’s 2017 budget. Key areas we cover are:
Why you should be thinking about 2017 budgets now and using the next few months to work your product into the a prospect’s used-up 2016 budget. How to start selling to people when their budget has been eaten up, some actions to take and answering questions. How to go about prospecting at the beginning of the year when a product has a pretty high price, and adverse effects making you feel you haven't done enough. Questions to ask during quarterly reviews, what mature companies do and some January advice on working to get into that 2017 budget.Subscribe to the podcast on iTunes!
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Podcast Notes
00:41 – What does it mean to have that big B in the budget too for 2017?
03:20 – Recommended strategies.
05:06 – What are the first actions to take?
08:53 – How do you start selling to people when a lot of their budget is already eaten up?
11:26 – Who you look to and how to go about prospecting at the beginning of the year when a product has a pretty high price.
15:43 – Adverse effects making you feel you haven't done enough, even though you have done a lot, to actually be able to make that bigger sale to the overall company.
20:22 – Experiencing, “Why are we spending this $10,000 for the pilot? Shut it down."
23:10 - The next moves on getting into that 2017 budget after running the pilot?
27:30 – Explaining and answering questions.
32:56 – Business review lead into dealing with the budget process.
37:30 – What mature companies do.
38:00 – Organic growth within a company versus take it all right now or right here.
40:20 – Questions to ask during quarterly reviews.
43:15 – January advice, working on getting into that 2017 budget.
Resources mentioned or related to this podcast
SKMurphy.com, Sean Murphy.