Managing Sales Process Archives - Page 13 of 49

Managing Sales Process

Onion Disruption (Issue 1051)

In which we are reminded to share with clients the full picture of purchasing and implementing a new product or service lest they find it not their taste later on. Read more »

Look Ahead (Issue 1050)

In which we are reminded to look ahead, far ahead, in our strategic accounts, to anticipate conflicts and opportunities that may affect our sales progress. Read more »

Penetrating Oil (Issue 1048)

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

Squirrels (Issue 1043)

In which we are reminded to set priorities and put boundaries around our sales efforts. Read more »

Fully Ready (Issue 1042)

In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »

In which we are reminded that, sometimes, we have to help a client solve a problem or remove an obstacle that is outside of our normal scope so they can move forward with services we CAN provide. Read more »

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 »