Monthly Archives: March 2015

Marc Wayshak always has great sales advice. This blog post gives some tips to grow the size of a deal. Especially as an individual sales rep, you can only handle so many prospects and activities. To sell more (and make more), you sometimes need to grow the size of your deals.

Here’s a simple formula:

Revenue/Time = Average Deal Size * Number of Deals * Deal Win Rate / Time to Close.

Increasing your deal size, number of deals, and/or win rate drives up your revenue. If you take longer to close, as can happen when pursuing larger deals, your revenue per period will go down. If you can find ideal prospects, you can drive all the metrics in the right direction.

One other tip to add onto Marc’s post– you can also increase your deal size (and your win rate), by offering multiple options to the buyer. They may surprise you by selecting a higher priced, higher value option.

I’ll be doing a short talk on Thursday, March 26 at Sherlock’s at 183 and Burnet. Networking from 11:30-12, then a talk, with Q&A from 12-1. The meetup is free, but lunch is on your own.

The talk will cover some of my mistakes in proposal writing, and tips for how you can learn the easy way instead of the hard way like me.

• Create proposals that get accepted faster (and more often)

• Increase your deal size and profitability

• Stand out from the competition

• Grow your business faster with better proposals

• Reduce the sales stress related to proposal creation

RSVP here.

Sales guru Marc Wayshak has some great tips on avoiding discounting. Check out the whole post, but #3 is a highlight:

“#3. When you cut price, cut out deliverables.”