Managing Sales Process

(Please Don’t) Keep Me Waiting

In which are reminded to not to leave clients and prospects in suspense when they’re waiting for our responses, proposals, or deliverables. Read more »

Boom Box (Issue 1139)

In which are reminded that, first, we have to attract prospects’ attention. Read more »

Different Strums (Issue 1138)

In which we are reminded that the methods that we use to sell one client may not be the right methods to use for another that looks just like them. Read more »

Articulation (Issue 1137)

In which we are reminded to speak so we can be easily understood. Read more »

Emily’s Hip (Issue 1136)

In which we are reminded that, in team or group selling, it’s helpful to have someone in the group step up as the leader to set the tempo. Read more »

Just Do Something (Issue 1133)

In which we are reminded that doing “one” of something important is better than doing “none”. Read more »

And, Then, Be Quiet (Issue 1132)

In which we are reminded to ‘zip our lips” after we’ve made our pitch or recommendation. Read more »

Bag of Bags (Issue 1131)

In which we are reminded that corporate amnesia helps our clients embrace change. Read more »

Potholes (Issue 1130)

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 »

Trip to Detroit (Issue 1128)

In which we are reminded … again … to confirm the gap before recommending a solution.  Read more »

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