sales process

Bridges in the Moment (Issue 754)

In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events. Read more »

Out the Back End (Issue 679)

In which we are reminded to assess, from time to time, our investments in slow-developing accounts. Read more »

Pacing (Issue 618)

In which we are encouraged to pick interim targets to guide our pace through each sales period. A spirit lifting, cloudless spring Saturday morning in Cambridge, MA. Notwithstanding the 42 degree start, the morning warmed quickly as I made my way to the Cumnock Field sidelines at Harvard University to watch the students we know … Read more »