Managing Sales Process

Leopard Spots

In which we discuss the importance of understanding how people buy…. really. Will the leopard change its spots? No. Will a transactional buyer (who want low price, low hassle buying) change his or her preferences? Don’t hold your breath. Read more »


In which we discuss the value of understanding”the perfect customer” when prospecting. My daughter is engaged in martial arts training. Last night, as I was (desperately) wanting to crawl into bed, she bubbled, “C’mon, Dad, lemme show you what I learned, no pain, I promise. (Grumble, grumble, “Sure, sweetie,” or words to that effect.) Read more »

Two Footed Driving

In which we learn to consider shorter cycle times when communicating with clients and prospects. How many feet do you use to drive your car? A friend and I enjoy lively discussions of this subject. Read more »

Positioning Your Value

In which we think about how to position our value compared with our competitors on and off the Web. I’ve just returned safely and happily from a business trip. Booked it myself on line. Plane. Car. Hotels. Meals. Click, click, e-ticket, done. Three years ago, I would have called my travel agent. Not so much … Read more »

Snow Blind

In which we’re encouraged to write a detailed sales plan to guide our activities. We had a BIG snowstorm here a couple of nights ago. By the end of the storm, 14 snowy inches fell in my driveway. Of course, I wasn’t IN my driveway at the time it was falling. I was 25 miles … Read more »

45-Second Rule

In which we’re encouraged to set frequency guidelines for touching clients and prospects. Read more »