Managing Sales Process Archives - Page 17 of 49

Managing Sales Process

Lists (Issue 979)

In which we are reminded that clients are most delighted when we think ahead and bring them useful ideas. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

Failed Sale (Issue 975)

In which we are reminded to pay attention and respond to all stakeholders in a sale. Read more »

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 »

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 »