Managing Sales Process

Moving Target (Issue 468)

In which we are reminded to clear time-wasters from our client lists and project lists in order to create capacity to grow. Read more »

Distracted (Issue 467)

In which we’re reminded of the value of periodically reviewing our clients and accounts so that we’re not surprised by changes.. Read more »

Sales as Performance (Issue 465)

In which we are reminded that people frequently make decisions based on feelings, first, then on facts. During a heated discussion recently, one of our colleagues growled,  “Facts don’t count.”   At the time, I thought, “What an IDIOT!   Of  COURSE facts count.  This is a BUSINESS we’re talking about.”    But… what if facts DON’T count … Read more »

No Argument (Issue 464)

In which we learn to set context with past – present – future questions  when a client or prospect asks for product information. Read more »

Taking A View (Issue 463)

In which we are reminded that being a good advisor to clients often means leading them. On a recent Friday, I had lunch with a consultant I’ve engaged from time to time.  As we munched our salads, he gently asked a number of questions: Read more »

Trusted Advisors Redux (Issue 462)

In which we search for the trail head of the path to becoming clients’ Trusted Advisors. We recently conducted some research with one of our client’s small business owner customers, owners of companies with sales in the $2 million to $5 million range. We asked them a series of questions about their companies, their banking … Read more »

What’s That You Say? (Issue 455)

In which we offer five strategies that respond when a prospect says “I don’t need what you’re selling now.” A lotta cats get stumped when prospects say, “no, not interested now.” Read more »

Trust Me, They Notice (Issue 454)

In this we consider that some of our moves at the beginning of sales calls may not be so smooth. “She wouldn’t even look at me,” Maureen (our practice manager) exclaimed. “I watched her walk across the parking lot, she came to the door, she saw you and shook your hand, you introduced her to … Read more »

Sales Symbolism (Issue 453)

In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities. We had a big upset in the Peoples Republic of Massachusetts last week. (No, I’m not referring to the fact that our Boston Celtics continued to lose games with lousy defense and … Read more »

Sales Survival (Issue 450)

In which we learn how survival instincts affect our selling practices. Why do so many sales representatives “pounce” on the first opportunity they see in a sales process, leaving potentially larger business opportunities untouched? Why are account penetration and cross sell ratios so low, almost universally? Read more »