Managing Sales Process

Bread on the Table (Issue 769)

In which we are reminded that even short call plans help us produce better results than no plans at all. Read more »

Slow Turners (Issue 768)

In which we are reminded that some people need more time to decide, and we should engage with others while they do.   Read more »

Focused Too Tight? (Issue 766)

In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase. “You know how Amazon and others watch your purchases and start to push you things they think you’d be interested in?” asked one of my friends. “Yes,” I allowed, … Read more »

Swimming in Sauce (Issue 763)

In which we are reminded to close the gap between “marketing hype” and what our product teams actually deliver. Read more »

Old Wounds (Issue 756)

In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later. Read more »

Eat! Eat Some More! (Issue 755)

In which we are encouraged to understand context before we pitch recommendations. Read more »

Competitor Links (Issue 751)

In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »

This May Cost A Little More (Issue 750)

In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »

Before the Fall (Issue 748)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »

I Forgot (Issue 745)

In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them. Read more »