Managing Sales Process

Just Enough Rope (Issue 916)

In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »

It Should Have Been Easy (Issue 915)

In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »

The View From the Infield (Issue 914)

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

Bear Defense (Issue 912)

In which we are reminded to help our clients anticipate and prepare for yet-unseen future challenges. Read more »

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 »

Compère Lapin (Issue 908)

In which we are reminded that personalized  attention to  small details can make us memorable. 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 »