Managing Sales Process

What’s That You Say? (Issue 455)

In which we offer five strategies that respond when a prospect says “I don’t need what you’re selling now.” A lotta cats get stumped when prospects say, “no, not interested now.” Read more »

Trust Me, They Notice (Issue 454)

In this we consider that some of our moves at the beginning of sales calls may not be so smooth. “She wouldn’t even look at me,” Maureen (our practice manager) exclaimed. “I watched her walk across the parking lot, she came to the door, she saw you and shook your hand, you introduced her to … Read more »

Sales Symbolism (Issue 453)

In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities. We had a big upset in the Peoples Republic of Massachusetts last week. (No, I’m not referring to the fact that our Boston Celtics continued to lose games with lousy defense and … Read more »

Sales Survival (Issue 450)

In which we learn how survival instincts affect our selling practices. Why do so many sales representatives “pounce” on the first opportunity they see in a sales process, leaving potentially larger business opportunities untouched? Why are account penetration and cross sell ratios so low, almost universally? Read more »

Working the Storm (Issue 449)

In which we discuss the routines of managing our time and territories. Shoveling snow is my favorite exercise. OK, you think I’m a raving lunatic. You wouldn’t be the first to have this thought (at least about my approach to winter storms, and the line forms to the left, behind my children and wife). Read more »

The Gift (Issue 448)

A seasonal message which we’re encouraged to share what we know with people in need. She was driving her young children home at the end of a “day out with Mom.” She was late, she had a lot to do, and she wanted to get home. Read more »

Bringing Our Prospects to Us (Issue 447)

In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy. Sunday morning, I did a little research on Roth IRAs, answering a pointed spousal inquiry. Using a well known search engine, I found a December 6, 2009 Detroit Free Press column, “Savers May Benefit from Converting … Read more »

Save Room for Dessert (The Annual Thanksgiving Issue, 446)

In which we discuss the merits of pacing oneself through the sales year. (We offered this column for the first time in 2002. We repeat it annually  to mark the passing year.) Last Thursday, my family and I, complete with children and grand mothers, celebrated Thanksgiving. I married into a family that believes Thanksgiving dinner … Read more »

Trusted Advisors (Issue 445)

Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table. My Urban Spoon app wouldn’t open on my iPHone. Neither would the other apps I’d downloaded. Read more »

What Have You Done For Me Lately (Issue 444)

In which we are reminded…. and  reminded… and reminded… to remind out clients about the value we’re creating with them. “What time is your flight,” inquired my driver? I climbed into his cab at 5:30 pm, leaving my hotel in Chicago bound for O’Hare airport. “7:10 pm,” I replied. Read more »