Managing Sales Process

We Own the Questions (Issue 584)

In which we explore  tracking our own activities in detail. Read more »

Tolerance (Issue 583)

In which we are reminded that, to be successful in the sales business, we must welcome the grind. Read more »

Wide of the Mark (Issue 582)

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »

A Little More Zip (Issue 581)

In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients. Read more »

Small Orders (Issue 579)

In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders. Read more »

I Didn’t Know You Did That (Issue 578)

In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise. Read more »

Transitions (Issue 577)

In which we are reminded to include transitions in our pre-call planning. Read more »

The One We Have With Us (Issue 576)

In which we are reminded (in Roman philosopher Seneca’s point) that “Luck is where the crossroads of opportunity and preparation meet.” Read more »

Take What the Defense is Giving (Issue 574)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

Making the Connection (Issue 572, originally published June 2009)

In which we learn to think about connections in companies we call on. Read more »