Managing Sales Process Archives - Page 22 of 44

Managing Sales Process

The Curse of Experience (Issue 784)

In which we are reminded to be careful about when we take short cuts to diagnoses based on experience. Read more »

Daily Measures (Issue 781)

In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals. Read more »

Forget Me Not (Issue 778)

In which we are reminded to “follow the check list” as we’re closing sales or finishing projects. Read more »

Why Do You Ask???? (Issue 775)

In which we are reminded that very few questions come from idle curiosity. We need to know why. Read more »

Recalculating Route… or How I Learned To Stop Winging It (Issue 770)

In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity. Read more »

Bread on the Table (Issue 769)

In which we are reminded that even short call plans help us produce better results than no plans at all. Read more »

Slow Turners (Issue 768)

In which we are reminded that some people need more time to decide, and we should engage with others while they do. Read more »

Focused Too Tight? (Issue 766)

In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase. “You know how Amazon and others watch your purchases and start to push you things they think you’d be interested in?” asked one of my friends. “Yes,” I allowed, … Read more »

Swimming in Sauce (Issue 763)

In which we are reminded to close the gap between “marketing hype” and what our product teams actually deliver. Read more »

Old Wounds (Issue 756)

In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later. Read more »