Managing Sales Process

Get In Early (Issue 909)

In which we are encouraged to proactively approach our clients and prospects rather than waiting for their RFPs. Read more »

Walk Around The House From Time to Time (Issue 907)

In which we are reminded to broaden our range of contacts within each of our clients, beyond the “side of the house” through which we enter. Read more »

We Still Have A Role (Issue 906)

In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. Read more »

Heirloom Tomatoes (Issue 905)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Cheering Section (Issue 904)

In which we are reminded that our  post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »

Needless Markdown (Issue 903)

In which we are reminded that we (probably) don’t have to offer price discounts if our clients fully experience our value. Read more »

Look Ahead (Issue 901)

In which we are reminded to look ahead, far ahead, in our strategic accounts, to anticipate conflicts and opportunities that may affect our sales progress. Read more »

Potholes (Issue 900)

In which we are reminded to maintain a broad field of vision in our clients even as we focus, from time to time, on single issues. Read more »

Fresh Eyes (Issue 899)

In which we are encouraged to engage someone’s fresh eyes to review our major clients with us, lest we’ve missed something important. Read more »

Personal Touch to Top of Mind (Issue 898)

In which we are reminded that, the more deeply we know our clients’ challenges and celebrations, the more able we are to share resources that they find valuable and that elevate our visibility. Read more »