Managing Sales Process Archives - Page 7 of 49 - Clarity Advantage

Managing Sales Process

Trip to Detroit (Issue 1128)

In which we are reminded … again … to confirm the gap before recommending a solution. Read more »

Whether Forecasts (Issue 1127)

In which we are reminded that inaccurate or late-changing sales forecasts can create expensive consequences. We were, all of us, in a fluffle last Monday afternoon. The national and Boston-area weather forecasters were predicting a major snowstorm. For Cambridge, Massachusetts, where I live, they predicted 5 inches to 8 inches of heavy, wet snow driven … Read more »

Signs (Issue 1126)

In which we are reminded that too much focus may mean missed opportunities. Preparing to fly home from a city that shall remain nameless, I drove my rental car through the airport looking for access to the gas station from whose cool, subterranean tanks I needed fuel. I was feeling lucky. No traffic in front … Read more »

Pictures Don’t Lie (Issue 1122)

In which we are reminded that we can think we’re doing a great job until someone shows us a picture or recording. Read more »

The View From Lower Floors (Issue 1121)

In which we are reminded that sometimes, when we’re attempting to reach the top-most levels of a company, it helps to drop down a couple of levels to see the view from there. Read more »

Testimonials (Issue 1118)

In which we are reminded to use our own company’s products, where we can, because our personal testimonials are powerful. Read more »

Practice (Issue 1117)

In which we are encouraged to practice slowly and to record often when learning new sales skills. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

Winning the Head Race (ISsue 1113)

In which we are reminded that smaller competitors can beat bigger ones through better execution. Read more »

Two Stories (Issue 1110)

In which we are reminded that outward focus, a little diversification, and agility are critical in unsettled times. Read more »