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 »
Managing Sales Process
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 »
Little Pops (Issue 961)
In which we are encouraged to touch our clients and prospects more frequently with tastier morsels. Read more »
My Fitness Pal (Issue 960)
In which we are reminded to identify and track performance on the activities that lead to our goals. Read more »
Learning From Buyers’ Red Lights (Issue 959)
In which we are reminded to learn from buyers’ “red lights” in the sales process. Read more »
Tell Me How You Do It (Give Me Comfort I’ll Get The Promised Result) Issue 958
In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »
No Sail (Issue 957)
In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »