Managing Sales Process Archives - Page 32 of 49

Managing Sales Process

Narrowing Focus (Issue 682)

In which we are reminded that, while no territory is perfect, focus can improve our odds. Read more »

In which we are encouraged (with judicious restraint) to test the limits of our employers’ strategies, policies, and product lines to help our companies learn and adapt as clients and markets change. Read more »

Pipeline Brushes (Issue 680)

In which we are reminded to spread the risk in our pipelines by continuously adding new names. Read more »

Out the Back End (Issue 679)

In which we are reminded to assess, from time to time, our investments in slow-developing accounts. Read more »

Sight vs. Sound (Issue 678)

In which we wonder, how much should we focus on the physical elements of our sales presentations? Read more »

What’s New? (Issue 674)

In which we are reminded to anticipate our clients’ questions and prepare for them in advance. Read more »

Cabaret (Issue 671)

In which we are reminded that our relationships with clients enable them to hear us more clearly. Read more »

Irritating Rituals (Issue 670)

In which we consider whether our moves at the beginning of sales calls may not be so smooth. Read more »

Four Drops (Issue 655)

In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us. Read more »

Visions of Sugar Plums (Issue 652)

In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “ visions of the future” helps us seal our deals. Read more »