You Pause, You Lose
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
Managing Sales Process
Leaking Sprinklers
In which we are reminded to meet routinely with our clients, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations. Read more »
There’s Floor Everywhere
In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »
‘S’ (Issue 864)
In which we are reminded to design sales presentations so they’re easily understood and useful. Read more »
Sustaining Sales Momentum (Pecan Pie) (Issue 863)
In which we are encouraged to find small “get started” options when we’re selling major deals. Read more »
Icy Patches (Issue 862)
In which we are reminded to anticipate the impact of past events on clients or prospects we’re seeing now. Read more »
One Track Mind (Issue 861)
In which we are reminded to focus on the problem we are trying to solve rather than particular solutions or approval processes. Read more »
Complaining About Lousy Sales Leads (Issue 860)
In which we are reminded to stop moaning and just get on with things. Read more »
We Are Seriously Social.