Comments on: Put High Probability Selling to Work for You

By: Tipp 35: Wie man als Tech-Startup 1 Mio im Quartal macht — Michael Franz & Partner

Mon, 19 Jan 2009 20:07:16 +0000

[...] Übersetzung durch Michael Franz mit ausdrücklicher Erlaubnis von David Feinleib. Backtrack zu Original-Artikel: http://www.vcdave.com/2008/08/05/put-high-probability-selling-to-work-for-you-2/ [...]

By: Jacques Werth

Jacques Werth — Fri, 24 Oct 2008 15:11:38 +0000

Get a copy of, “High Probability Selling,” the book or the audio-book.

It’s a quick, easy read that describes this highly effective, yet simple, sales process.

The author (me) developed the process by observing hundreds of top salespeople in 23 different industries, while they were interacting with prospects and customers. I put it to work in 12 insolvent turnaround situations and 10 of them survived and prospered.

By: Dave

Dave — Mon, 18 Aug 2008 22:19:47 +0000

Scott, Thanks for your comment.

Total Score is the total score added up from the columns, counting the number of columns that are positive. In the graphic I showed here, I was unable to include every single column from the actual spreadsheet.

Big Brother help refers to whether the sales team had assistance in the account from a large, helpful third party. Examples are a large reseller, service provider, hardware OEM, or ISV. Obviously, that is more company-specific.

Thanks again for your comment and questions!

By: Scott Schnaars

Scott Schnaars — Mon, 18 Aug 2008 06:06:14 +0000

David, great post and I love the example. I’m curious if you can share in greater detail what the columns mean? Especially total score and Big Brother help.

Any guidance would be appreciated.