Managing Sales Process Archives - Page 13 of 49

Managing Sales Process

Personal Touch to Top of Mind (Issue 1039)

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 »

Pinballs (Issue 1036)

In which we are reminded that being thoughtful, generating ideas, and adding value, takes time. Read more »

Trigger Warnings (Issue 1035)

In which we are reminded to identify and monitor ‘trigger events’ that tell us when prospects or clients may be thinking about issues with which we can assist. Read more »

Cookies (Issue 1034)

In which we are reminded to put things where they belong and to use checklists before meetings. Read more »

Icy Patches (Issue 1033)

In which we are reminded to anticipate, through pre-call research, the impact of past events on clients or prospects we’re seeing now. Read more »

A Team Before the Storm (Issue 1032)

In which we are reminded, when selling to complicated or major accounts: Bring in the team early. Read more »

Chasing Ravioli (Issue 1029)

In which we are reminded that, no matter how good our offer or relationship is, many clients will always have an eye out for ‘what else is out there.’ Read more »

Validate and Verify (Issue 1028)

In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »

Walk in the Alternatives (Issue 1027)

In which we are reminded that, sometimes, we have to give even well-informed clients or prospects time to sit with our recommendations and their alternatives before they make decisions. Read more »

The Living Room (Issue 1024)

In which we are reminded that, while leading a team toward a major sale, it’s good to watch out along the way for organizational “snakes” that may not be so thrilled to see us come past them toward our prize. Read more »