What’s New? (Issue 474)
In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back. Read more »
Managing Sales Process
Selling Past No Close (Issue 473)
In which we consider what to do when we run into someone who has no need, no hurry, or no money. From the “you probably had to be there and I will give it a shot anyway” department: Read more »
Grapes (Issue 472)
In which we are reminded to speak benefits rather than features… And to slow down. Read more »
Whack A Mole Sales (Issue 469)
In which we consider the possibility that we may need to sell transactionally to start consultative relationships. Within the last few weeks, several of our clients have said, almost literally, “I’m too busy to manage.” As in, “I’m too busy to manage my business,” or “I’m too busy to coach my sales people,” or “I’m … Read more »
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. 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 »
We Are Seriously Social.