Managing Sales Process

Counterintuitive (Issue 533)

In which we are reminded that the fastest path to our objectives isn’t always the familiar one. Read more »

The Quality of the Question (Issue 532)

In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them. Read more »

A Little Excitement (Issue 531)

In which we are reminded that we need to market (attract attention) before we can sell. Read more »

Storm-Chasers (Issue 530)

In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »

Planting Seeds in Conversation (Issue 526)

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »

Don’t Blow It (Issue 525)

In which we are reminded that  balance and focus are critical to finishing the year strong. Read more »

Stir ‘Em Up (Issue 524)

From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention. Read more »

No Bonehead Mistakes (Issue 523)

In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »

Pathways Overlooked (Issue 518)

In which we are reminded that bringing cookies(or some attention)  to the receptionist may not be a waste of time after all. Read more »

Planning Ahead (Issue 517)

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »