Managing Sales Process

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 »

The Living Room (Issue 1024)

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 »

The Recording (Issue 1020)

In which we are encouraged to practice our client conversations more. Read more »

Bad Wiring In The Walls (Issue 1016)

In which we are reminded to look “behind the walls” in our clients’ operations lest we miss something that will become a problem. Read more »

Then The Rains Came (Issue 1015)

In which we are reminded about the importance of checking for changes just before client meetings. Read more »

The Voice of Potential Consequences (Issue 1013)

In which we’re reminded to help our clients see what may happen if they don’t change course. Read more »

Fiber Fortification (Issue 1012)

In which we are reminded, lest we miss the opportunity, to stay close enough to our clients (and friends) that we can anticipate approaching significant decisions in which our experience can be a helpful guide. Read more »