Managing Sales Process Archives

Managing Sales Process

Metronomes

In which we are reminded of the value of setting target activity metrics for ourselves. Read more »

What’s Your Cookie? (Issue 1223)

In which we are reminded of the importance of butter, sugar, and memorability. Read more »

Tolerance for Errors (Issue 1222)

In which we are reminded that top performers prepare so thoroughly that mistakes disappear. Read more »

Instrumentum Irritum (Issue 1220)

In which we are reminded that, when clients say “we have done this or that” (i.e., implemented cyber security practices or documented an issue), it’s good to request, “show me”, and assess the efficacy. Read more »

Stick With The Program (Issue 1219)

In which we are encouraged, when following a strategy, to plan periodic resets and stick with the plan in between. Read more »

Catch Them Early (Issue 1216)

In which we are reminded that one of our potential values as consultants or salespeople is to monitor clients’ activities so that, if they start to stumble, we can intervene quickly to forestall larger problems. Read more »

Something To Remind Them (Issue 1215)

In which we are reminded to put our prospects and inactive clients on routine “touch and refresh” cadences so the connection energy doesn’t die. Read more »

I Didn’t Know You Did That (Issue 1214)

In which we are reminded to share at least a glimpse of our full offerings even when clients or prospects engage us for only one product or service. Read more »

Beans (Issue 1213)

In which we are reminded that our clients may expect us to assure that the products and services we deliver meet their expectations. Read more »

Changing Gears (Issue 1211)

In which we are reminded, when shifting from one sales environment to another, to be thoughtful rather than reacting from motor-memory. Read more »