Sustaining Sales Momentum (Pecan Pie) (Issue 863)
In which we are encouraged to find small “get started” options when we’re selling major deals. Read more »
Managing Sales Process
One Track Mind (Issue 861)
In which we are reminded to focus on the problem we are trying to solve rather than particular solutions or approval processes. Read more »
Complaining About Lousy Sales Leads (Issue 860)
In which we are reminded to stop moaning and just get on with things. Read more »
Proactive (Issue 858)
In which we recommend that we proactively recommend strategies to clients in advance, before breakdowns. Read more »
Convoy! (Issue 857)
In which we are reminded that, sometimes, we need to adapt to our clients’ paces of change. Read more »
Thanksgiving Stuffing (Issue 853)
In which are reminded that, sometimes, our clients are too “full” to take on another purchase or project, no matter how appetizing. Read more »
Check the Big Picture (Issue 850)
In which we are reminded to look at the “big picture” (in addition to tasks at hand) when we’re preparing for sales calls. A gorgeous warm October Friday afternoon (in the warmest October on record in Boston). Cloudless sky. Light breeze with a few gusts from the Southeast. To celebrate, I bolted from the office … Read more »
Don’t Assume!!!! (Issue 848)
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »
No Time to Think (Issue 847)
In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »
You Can’t Tell the Program Without The Players (Issue 846)
In which we are reminded to look beyond peoples’ titles and labels to understand the dynamics of the individuals and organizations we want to influence or sell to. Read more »
We Are Seriously Social.