Managing Sales Process Archives

Managing Sales Process

Don’t Assume!!!! (Issue 848)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »

No Time to Think (Issue 847)

In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »

You Can’t Tell the Program Without The Players (Issue 846)

In which we are reminded to look beyond peoples’ titles and labels to understand the dynamics of the individuals and organizations we want to influence or sell to. Read more »

The View From the Field (Issue 845)

In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »

Playing In The Future (Issue 836)

In which we are reminded that we provide great value when we help clients and prospects anticipate what’s coming. Read more »

“I Don’t Know” (Issue 833)

In which we are reminded (once again!) to prepare carefully in advance for clients’ and prospects’ questions. Read more »

Delay Doing Deals ‘Till Dessert (Issue 832)

In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »

Five Pints (Issue 831)

In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »

Mothers Day Rain Delay (Issue 830)

In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »

Dance Moves (Issue 828)

In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »