Reversing a declining deal size means addressing the three underlying causes.
Those three causes are unexplored solution differentiators, ineffective negotiations, and an incomplete account planning process.
A declining deal size might be the result of one, some, or all of these factors. The key is to isolate which of the three are at the source and acting accordingly.
In Richardson Sales Performance’s brief, How to Address a Declining Deal Size, we offer ways to address each of these three challenges.
In the brief we show how to :
- Adopt a process for isolating the right solution differentiators
- Redevelop negotiation skills with three key concepts
- Refocus on strategic account planning to access more white space