Managing Sales Process

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 »

A Place to Start (Issue 895)

In which we are encouraged to give clients an easy first “yes” from which we then can expand a relationship. Read more »

Find Ways to Say Yes (Issue 894)

In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, “no, we don’t do it that way.” Read more »

Penetrating Oil (Issue 893)

In which we are reminded to develop client internal champions who can lubricate decision processes. Read more »

Start Simple. Assume Nothing. (Issue 892)

In which we are reminded to check the basics, first, when we are assessing client challenges. Read more »

Changing the Light Bulb (Issue 889)

In which we are reminded that, on average, most humans WOULD prefer to change rather than suffer. Read more »

Die, Rather Than Change (Issue 888)

In which we are encouraged to stop “missionary” selling and let go of the prospects who really won’t change. Read more »