Managing Sales Process Archives - Page 8 of 44

Managing Sales Process

A Team Before the Storm (Issue 1032)

In which we are reminded, when selling to complicated or major accounts: Bring in the team early. Read more »

Chasing Ravioli (Issue 1029)

In which we are reminded that, no matter how good our offer or relationship is, many clients will always have an eye out for ‘what else is out there.’ Read more »

Validate and Verify (Issue 1028)

In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »

Walk in the Alternatives (Issue 1027)

In which we are reminded that, sometimes, we have to give even well-informed clients or prospects time to sit with our recommendations and their alternatives before they make decisions. Read more »

In which we are reminded that, while leading a team toward a major sale, it’s good to watch out along the way for organizational “snakes” that may not be so thrilled to see us come past them toward our prize. Read more »

Just Because You’ve Done It (Issue 1023)

In which we are encouraged, at any point in our careers, to invite a coach to watch us perform and share feedback to improve our technique. Read more »