Managing Sales Process

The Walk (Issue 1008)

In which we are reminded that, sometimes, the most direct routes into major accounts are not the best. Read more »

The Line to Get In (Issue 1005)

In which we are encouraged to consider other buyers or other account entry strategies when the usual approaches to clients or prospects are crowded with other salespeople. Read more »

The Story That’s Sitting Across From Them (Issue 1001)

In which we are reminded that, as modern as we may be, personal interest and personal connection still matter to some of our clients. Read more »

Focus on the Friendship (Issue 1000)

In which we are reminded to keep our priorities straight when we’re networking. Read more »

Competent Clients? (Issue 998)

In which we are reminded that six of the scariest words in the client support world are, “Hey….No problem. We’ve got this.” Read more »

Oversights Undermine Trust (Issue 995)

In which we are reminded that, while small defects in presentations or deliverables are, largely, inconsequential, they matter. Read more »

Imitate (Issue 994)

In which we are encouraged to develop our skills by observing and imitating “the masters”.  Read more »

What Do You Know About Us? (Issue 993)

In which we are reminded that “Not much” is a weak answer when a prospect asks, “What do you know about us?” Read more »

The Last Steam Engine Train (Issue 992)

In which we are reminded that rising up a level often involves breaking things down to bits. Read more »

Clients That Fit (Issue 991)

In which we are reminded to cut ties early to clients for whom we’re not a good fit. Read more »