SOAR TO SUCCESS / Business Acceleration Strategies These are the people who can be in various roles that always lead with no. Their answer to everything is “no” in hopes that people who offer new products and services will go away. Why do I refer to them as Sea Gulls, you might ask? I had one sales mentor who used to ask me before every large sale who the customer Sea Gull was and what I had done to ensure they did not swoop in at the last minute and crap all over the sales I should have won. At first, I found this to be a difficult task. Working with current customers is easier since we each of your current accounts or just relationships with purchasing? Would you like to significantly improve your close rate with new business and increase your share of wallet with key accounts? Has your sales team identified Sea Gulls at each of your growth accounts? Take my advice to feed the Sea Gulls in your accounts and watch your revenue grow. Let’s schedule a call to discuss my process, training, and coaching to fix this common sales problem. have built a relationship based on trust and competence. So, I often would ask…. Help me make sure I can deliver this product and help your team, please…who are the various influencers in this decision and who on your team has a history of flying in at the last minute and disrupting new purchases? The burden is on sales to identify and reach out to known corporate Sea Gulls, feed themthe information, data, and answer their questions before you attempt to close the sale. Does your sales team have a strong relationship matrix at
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