Managing Sales Process

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 »

Eat! Eat Some More! (Issue 755)

In which we are encouraged to understand context before we pitch recommendations. Read more »

Competitor Links (Issue 751)

In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »

This May Cost A Little More (Issue 750)

In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »

Before the Fall (Issue 748)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »

I Forgot (Issue 745)

In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them. Read more »

Ruthless (Issue 744)

In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »

Hermione (Issue 742)

In which we are reminded that maintaining account records and information are critical to the seller’s craft. Read more »

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