Managing Sales Process Archives - Page 37 of 48

Managing Sales Process

Socks (Issue 570)

In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. Read more »

Under Pressure (Issue 569)

In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »

Balance (Issue 566)

In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships. Read more »

The Story Behind the Story (Issue 565)

In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »

Softening Up Sales (Issue 559)

In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »

What D’Ya Got (Issue 557)

In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »

Entering Rapport (Issue 552)

In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.” Read more »

It Should Have Been Easy (Issue 547)

In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »

Gut Check (Issue 545)

In which we pause for a moment to consider whether we’re balancing well. Read more »

Planning to Maintain Momentum (Issue 543)

In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012. Read more »