Managing Sales Process

Pepper and Salt

In which we are reminded: It’s ‘management’s’ job to set  and enforce expectations on sales rep competence. Read more »

Playing In The Future (Issue 836)

In which we are reminded that we provide great value when we help clients and prospects anticipate what’s coming. Read more »

“I Don’t Know” (Issue 833)

In which we are reminded (once again!) to prepare carefully  in advance for clients’ and prospects’ questions. Read more »

Delay Doing Deals ‘Till Dessert (Issue 832)

In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »

Five Pints (Issue 831)

In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »

Mothers Day Rain Delay (Issue 830)

In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »

Dance Moves (Issue 828)

In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »

The Monarch’s Path (Issue 826)

In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »

Make Them (Our Mistakes) Playable (Issue 825)

In which we are reminded that good call “mechanics” will save us when we make mistakes. Read more »

Brief Moment Branding (Issue 824)

In which we are reminded that, fair or not, clients and prospects judge us, often, based on brief moments of experience.  Read more »