Managing Sales Process

This May Cost A Little More (Issue 750)

In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »

Before the Fall (Issue 748)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »

I Forgot (Issue 745)

In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them. Read more »

Ruthless (Issue 744)

In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »

Hermione (Issue 742)

In which we are reminded that maintaining account records and information are critical to the seller’s craft. Read more »

Strawberry Festival – Change of Scene (Issue 738)

In which we are reminded to give our brains a break and change of scene, the better to generate ideas. Read more »

Dirty Work (Issue 738)

In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.  My wife and I are about to do the big “D.” Downsizing. We are leaving the home in which we have raised … Read more »

Rocky Path (Issue 736)

In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”. Read more »

Early Preparation – Were You Thinking? (Issue 735)

In which we are reminded that winging it can reduce our credibility with clients. Read more »