A couple of weeks ago I received some constructive criticism from my boss about my webinar performance. (Remember, I asked my boss to help me become a better presenter/speaker?) Although it was kind, positive, and helpful on a tactical level, it was still pretty tough to take. I don't like advice or criticism - as I said, I want to figure it out all myself because somewhere deep down I seem to have some bizarre belief that I was born, innately, with all the world's knowledge locked somewhere in my brain.
Can I get a "yeah right?"
Anyway, I had my first opportunity to put her recommendations to work last Friday on a webinar for a prospect here locally. And wouldn't you believe it - I won the account on the same day! I spoke to the President 30 minutes after the webinar and he made the commitment there and then.
Then, today, I had another webinar with a prospect on the east coast. This one hasn't turned out to be quite as definitive yet but I definitely left the online meeting with the feeling that we are quite solidly in the game to win the business.
Now, this one I would really like to win because I know two of our competitors are going head-to-head with us right now. After losing some big accounts to a specific competitor of late, we've (I've) learned a lot about how to better present our product to address objections as well as how to price our product to be competitive (our pricing models are not apples-to-apples so it's often hard.)
Let's hope this "new sales attitude" carries me through to the close. Cross all your bits for me!