Managing Sales Process

Strawberry Festival – Change of Scene (Issue 738)

In which we are reminded to give our brains a break and change of scene, the better to generate ideas. Read more »

Dirty Work (Issue 738)

In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.  My wife and I are about to do the big “D.” Downsizing. We are leaving the home in which we have raised … Read more »

Rocky Path (Issue 736)

In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”. Read more »

Early Preparation – Were You Thinking? (Issue 735)

In which we are reminded that winging it can reduce our credibility with clients. Read more »

Sharing Control (Issue 733)

In which we are reminded that “collaborative conversation” with clients is frequently better than “we keep control.” Read more »

Take What The Defense Gives You (Issue 732)

In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about. Read more »

Floor Everywhere (Issue 731)

In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »

Four Years! (Issue 730)

In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it. Read more »

Look Back! (Issue 729)

In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction. Read more »

Change from the Periphery (Issue 728)

In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP. Read more »