Managing Sales Process

Planting Seeds in Conversation (Issue 526)

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »

Don’t Blow It (Issue 525)

In which we are reminded that  balance and focus are critical to finishing the year strong. Read more »

Stir ‘Em Up (Issue 524)

From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention. Read more »

No Bonehead Mistakes (Issue 523)

In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »

Pathways Overlooked (Issue 518)

In which we are reminded that bringing cookies(or some attention)  to the receptionist may not be a waste of time after all. Read more »

Planning Ahead (Issue 517)

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »

Can’t Get There from Here (Issue 516)

In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected. Read more »

Side Mirrors (Issue 513)

In which we encourage development of multiple information points in our account relationships. Read more »

Stop the Bleeding (Issue 510)

In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment. Read more »

Hidalgo (Issue 509)

In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting. Read more »