Failed Sale (Issue 975)
In which we are reminded to pay attention and respond to all stakeholders in a sale. Read more »
Managing Sales Process
Preparation Time (Issue 974)
In which we are reminded that thorough sales call preparation takes time, often more than we think. Read more »
Perfect Is The Enemy of the Good (Issue 973)
In which we are reminded to fit for purpose rather than perfect. Read more »
Sails Planning (Issue 972)
In which we are reminded to develop and discuss sales plans lest we run aground when conditions change. Read more »
Concordance (Issue 970)
In which we are encouraged to look at the facts behind our clients’ first thoughts about their problems before jumping to recommendations. Read more »
Long Term Goals (Issue 969)
In which we are reminded that, sometimes, our role as friend, advisor, or sales person is to understand and remind people about their long term goals so they don’t undercut them with short-term shiny objects. Read more »
The Sure Thing (Issue 966)
In which we are reminded to include all significant client stakeholders in our proposal development and sales processes. Read more »
Beggars Can’t Be Choosers (Issue 965)
In which we are reminded that the longer we wait and the less we plan, the lower our influence over sales process outcomes. Read more »
The Value of our Sales Time (Issue 964)
In which we are reminded that not all opportunities are worth the effort to land them. Read more »
Heirloom Tomatoes (Issue 962)
In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »
We Are Seriously Social.