Managing Sales Process

Memorable

Back in the day, when giants walked the earth and hair covered my head, I was a guitar player and singer.  I started, self-taught, at age 12. By the age of 19, I was in college, playing out three to four nights a week, thinking I might go professional. Read more »

Space Between the Notes

One evening, I went to hear the Boston Pops orchestra, Keith Lockhart conducting, play a program drawn from “The Great American Songbook,” songs made famous by Glenn Miller’s orchestra, Duke Ellington, Count Basie, Fats Waller, and others. Read more »

Because

The magazine article, torn roughly from its binding, sits on the kitchen counter.  ‘Though unaddressed, its location on the counter indicates it’s for me. Its source and topic suggest whose hands left it there. At once, an invitation and a puzzle. Read more »

Developing the Lead

.…in which we remind ourselves to see for the forest while we’re cataloging the trees. Sunday morning lead sentence in an on-line New York Times article: “COLUMBIA, S.C. – Senator Barack Obama won a commanding victory over Senator Hillary Rodham Clinton in the South Carolina Democratic primary on Saturday, drawing a wide majority of black … Read more »

Credibility

Baltimore, Maryland. 9:30 pm. Friday night. I was shuffling my way down one more jet way to one more airplane. Last leg of my trip home. ‘Though we all felt like cattle in a stock yard chute, the boarding passengers either shuffled silently or mumbled quietly to traveling companions. Not much moo-ing. So, it was … Read more »

Out of Gas

Big snow storm in our neck of the woods this weekend.  Second big one in four days. As I woke this morning, the 11th inch was hitting the drive way and, within an hour, falling snow was giving way to falling sleet and freezing rain. Read more »

Win on Conditioning

Massachusetts high school state soccer tournament. Round of 16. My son’s soccer team, defending state champs, was down 3-1 at the half, having scored only in the last few minutes of the first half. Read more »

Deadline Adrenaline

In which we are urged to ask our clients “strategic questions” before year end. “I don’t understand why we (this should be read “you, you moron”) left this until the last minute.  We … have known for 18 years that our son would be applying to college this month.  Why are we….  starting this at … Read more »

Yield Is A Year ‘Round Activity

In which we consider that managing the yield from our sales activities is an “every month” focus. My son is preparing college applications. With anywhere from three to ten or more students applying for each seat in an entering class, the college application process is my son’s first major sales job. Read more »

Extra Time

….In which we remind ourselves to prepare. A sunny early October morning. Sweating, despite the cool air, a group of about thirty 16 – 18 year old boys sits on bleachers, listening (sort of) to final words from two coaches on whose soccer team they seek to play. Read more »

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