Managing Sales Process

Captivating Rhythm (Issue 591)

In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know. Read more »

It Don’t Come Easy (Issue 589)

In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »

Dean’s Lesson (Issue 587)

In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories”  before we attempt to sell. Read more »

The Reason to Buy (Issue 585)

In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t. Read more »

We Own the Questions (Issue 584)

In which we explore  tracking our own activities in detail. Read more »

Tolerance (Issue 583)

In which we are reminded that, to be successful in the sales business, we must welcome the grind. Read more »

Wide of the Mark (Issue 582)

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »

A Little More Zip (Issue 581)

In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients. Read more »

Small Orders (Issue 579)

In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders. Read more »

I Didn’t Know You Did That (Issue 578)

In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise. Read more »