Weekly Sales Thoughts

Triple Priced (Issue 506)

In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »

Frost Bite (Issue 505)

In which we consider how long to pursue cold prospects. Read more »

Toccata and Fugue (Issue 504)

In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience. Read more »

What Will They Miss? (Issue 503)

In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »

Tasty Diversions (Issue 502)

In which we are cautioned to look closely before we invest serious time in juicy-looking prospects and customers. Read more »

The Territory Battle Plan (Issue 501)

In which we are reminded that, much as in Holiday shopping,  our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan. Read more »

Five Questions to Ask in January (Issue 500)

In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully. Read more »

Leave a Trace (Issue 499)

In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us. Read more »

Rehearsed Action (Issue 498)

In which we are reminded to over-prepare for high stakes sales calls. Read more »