Managing Sales Process Archives

Managing Sales Process

Something to Talk About (Issue 1201)

In which we are reminded that, to be interesting or valuable to our clients, we need to pay attention. Read more »

Disciplines (Issue 1200)

In which we are reminded that consistent disciplines help us produce outcomes we never thought possible. Read more »

It Comes with the Breed (Issue 1198)

In which we are reminded, when we are hiring high performing and independent sales people, that we need to accept (without complaining) the characteristics that go with the breed… and manage them. Read more »

Puffs (Issue 1197)

In which we are reminded to help clients and prospects anticipate the bumps in purchasing processes and to share how we and they can manage through them safely. Read more »

Details, Details (Issue 1195)

In which we are reminded that one small oversight in our delivery raises questions about everything else that we do for that client. Read more »

Sailing, Sailing (Issue 1194)

In which are reminded that we should adapt sales strategies to focus where there ARE opportunities rather than where where we assert or wish there were. Read more »

Opening Number (Issue 1193)

In which we are reminded about a strategy for reducing presentation anxiety. Read more »

AI yi yi AI (Issue 1192)

In which we are asking the question,: “What value will we bring to the table in addition to what our clients can get from AI platforms?” Read more »

The Book Sale (Issue 1191)

In which we are reminded that, without clear purpose or focus, it’s easy to flounder and feel overwhelmed by the number and variety of potential clients in our territories. I love books. My relationship with books is well-captured in J. B. Priestly’s thought: “I have always been delighted at the prospect of a new day, … Read more »

Pruning the Overgrowth (Issue 1190)

In which we are reminded to remove low value accounts from our books of business so we can concentrate on the best growth opportunities. Read more »