Chasing Liberty
2004
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How to Deal. For teenager Halley (Mandy Moore), love seems like an alien concept. Her mother, Lydia (Allison Janney), and father, Len (Peter Gallagher), are divorced. Lydia doesn't date, and...
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How to Deal would be a terrible movie anyway, but here are...
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How to Deal Pictures and Photo Gallery -- Check out just...
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What questions should be asked in a deal review?
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What are deal reviews & quarterly business reviews?
- Overview of The Account's Business
- Key Reasons A Prospect Should by
- Deal Plan
- Stop Asking Reps to Self-Analyze
- Stop Posing Impossible Questions
- Create A Fixed List of Questions
- Move on as Soon as You Hear "I Don’T Know"
- Don’T Use Deal Review to Coach
You need to know whoyour rep is working with if you're going to provide actionable feedback and insight. Here, reps should include a brief yet meaningful overview of the business in question, including what it sells, its scale, its industry, its goals, and its key pain points. It should also offer some background on key decision-makers at the compa...
Here, the rep should be able to articulate how your product suits the company in question's specific needs, interests, and goals. This component is key to helping you determine the viability of the deal and the actions that need to be taken going forward. If a rep can't articulate why a company needs your product or service, it will be difficult to...
Here's where the rep gives their idea of what the roadmap for landing the deal in question should look like — offering you a strategy, action plan, and timeline. This lets you gauge the rep's critical thinking skills, weigh how feasible the rep's strategy looks, and provide actionable recommendations for ways it can be improved.
Salespeople are optimists by nature — and often by necessity as well. They need this quality to survive the rejection and emotional variability of the role. However, it means they’re usually not good at objectively analyzing how a deal is going. Instead of asking reps to fight their nature, do the analysis portion of a deal review on your own. They...
My second rule when it comes to deal reviews is don’t ask questions that you wouldn’t be able to answer. When a sales manager sits down with their reps, they typically asks question after question no sales rep could possibly answer: 1. What are the individual metrics of each member of the buying committee? 2. Which evaluation criteria does Procurem...
To get an accurate view of how an opportunity is going and run a deal review your rep won’t dread, stop asking ad hoc questions. Limit yourself to six to 10 questions you and your reps have agreed upon in advance. Ask these same questions for every single deal. When your salespeople know exactly what you’ll ask, they don’t feel like you’re trying t...
The next rule: As soon as a rep says they don’t have an answer, move on to the next deal. The expectation is that they’ll get the answer before the next deal review. Here’s a sample conversation to show you what I mean: Sales manager:“Why is the prospect investigating diversity training now?” Rep:“Schuman Inc. just hired a new VP of Culture, who’s ...
My final rule for deal reviews: Never treat them as coaching opportunities. You’re seeking clarity, not trying to improve your salesperson’s behaviors or techniques. If you pause in the middle of discussing a deal to say, “So-and-so, you need to get the budget for these X reasons,”you’ll lose valuable time to talk about the deal itself and the othe...
Jul 18, 2003 · How to Deal. Comedy. 101 minutes ‧ PG-13 ‧ 2003. Roger Ebert. July 18, 2003. 4 min read. Godard famously informed us that the history of cinema is the history of boys photographing girls, and although “How to Deal” may not be very good, it is splendidly historical in Godardian terms.
Apr 30, 2022 · Inaccurate revenue forecasts, missed targets, and a dip in rep morale. With the right strategy, you can use your next deal review to unlock your revenue potential. And most importantly – help your reps win more. This guide covers details on how you can use a deal review to your advantage.
Deal reviews and quarterly business reviews (QBRs) are two activities sales leaders can leverage to support and optimize their team’s pipelines—but only when they're handled correctly. Learn how to structure deal reviews and QBRs to win more deals.
Jul 28, 2022 · To make sure sales managers and salespeople get ahead of the sale and can more accurately predict the strength of a deal and it’s probability of closing, every one of these eight questions should be asked in every deal review.
Follow our tips to standardize your deal reviews and improve their efficiency through account mapping to closer bigger deals faster.
