Weekly Sales Thoughts

Decontruction (Issue 686)

In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »

Feet Keep Moving (Issue 685)

In which we are reminded at mid-year to focus on knocking down the short term objectives in front of us on our way to the year end goal. Read more »

Future Vision Benefits (Issue 684)

In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits. Read more »

Goal Line Stands (Issue 683)

In which we are encouraged to engage our clients in thorough discussion of their goals. Read more »

Narrowing Focus (Issue 682)

In which we are reminded that, while no territory is perfect, focus can improve our odds. Read more »

A Little Rogue (Issue 681)

In which we are encouraged (with judicious restraint) to  test the limits of our employers’  strategies, policies, and product lines to help our companies learn and adapt as clients and markets change. Read more »

Pipeline Brushes (Issue 680)

In which we are reminded to spread the risk in our pipelines by continuously adding new names. Read more »

Out the Back End (Issue 679)

In which we are reminded to assess, from time to time, our investments in slow-developing accounts. Read more »

Sight vs. Sound (Issue 678)

In which we wonder, how much should we focus on the physical elements of our sales presentations? Read more »

Options (Issue 677)

In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions. Read more »

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