Managing Sales Process

Fully Ready (Issue 1042)

In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »

Beyond Our Scope (Issue 1041)

In which we are reminded that, sometimes, we have to help a client solve a problem or remove an obstacle that is outside of our normal scope so they can move forward with services we CAN provide. Read more »

Personal Touch to Top of Mind (Issue 1039)

In which we are reminded that, the more deeply we know our clients’ challenges and celebrations, the more able we are to share resources that they find valuable and that elevate our visibility. Read more »

A Team Before the Storm (Issue 1032)

In which we are reminded, when selling to complicated or major accounts: Bring in the team early. Read more »

Chasing Ravioli (Issue 1029)

In which we are reminded that, no matter how good our offer or relationship is, many clients will always have an eye out for ‘what else is out there.’ Read more »

Validate and Verify (Issue 1028)

In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should  pause… and ask questions.  Read more »