Strategies for Managing the Sales Process: In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard.

Strategies for Coaching, Managing the Sales Process: In which we are encouraged to ask others to help us identify and correct old habits that hold us back.

Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.

In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them.

Strategies for Managing the Sales Process: In which we are reminded that we need to market (attract attention) before we can sell.

Strategies for Managing the Sales Process: In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble.

Strategies for Positioning Value: In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list.

Strategies for Better Questions, Listening: In which we are urged to increase the attention we pay to context in the questions we ask.

Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for.

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now.