September 2024 Infrequent Flyer
Welcome to your September edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more sales (and enjoy some life along the way)
August 2024 Infrequent Flyer
Welcome to your August edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).Here are
July 2024 Infrequent Flyer
Welcome to your July edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).Here are a
August 2025 Infrequent Flyer
August 2025 Infrequent FlyerWelcome to your August edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some
Competing For Funding
You’re always up against other funding in your prospect organization. You’re always competing with other initiatives: fresh tech, new building, new hires, upgraded equipment.These investments are usua
Equip Your Advocates
Today’s Slattery Sales tip: Equip your advocates. 💡 There is no single “decision-maker” in a complex sale. There are always more requests for funding than funds available, and so HOW they resolve
Decision-Making Is Emotional
Decision-making is emotional. Decision-justifying is rational, and only comes after a decision’s been made.The first decision your prospect has to make is the decision to make a change. Justifying it
Paths Diverging
In our new book “Wimp Junction”, we write about the choice sellers face to either follow the tracks of their prospect’s buying system, or follow their own tracks of a solid selling system instead.
Know Your Recipe!
Know the recipe. Know what it takes to get one sale. How many offers did you put on the table to win one? And what happened before that? How long did it take? Because when you know what it
The One Question That Can Bring Clarity to a Stalled Deal
At Slattery Sales Group, we're often asked to help a new customer (who hasn't yet worked with us) on a high-stakes deal that's stalled. It tends to be at a time of year when
Translation Work
💡 Today's Slattery Sales tip: Don't trust the prospect to connect the dots between your solution’s value and the problems they face; they don't have the time, bandwidth, or experience.
The Intersection of Cost, Price, and Time in a High-Value Sale
In the above video, Terry Slattery discusses the intersection of cost, price, and time in a high-value sale. He gives some examples of the difference between price and cost and offers some ideas for