Strategies for Managing the Sales Process: In which we are reminded that balance and focus are critical to finishing the year strong.

From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention.

Strategies for Managing the Sales Process, Prospecting: In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects.

Prospecting Strategies: In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings.

Strategies for Better Questions, Listening: In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same.

Strategies for Better Questions, Listening: In which we are reminded to focus on our clients’ voices to silence the voices in our heads.

Prospecting Strategies: In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all.

Strategies for Managing the Sales Process: In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces.

Strategies for Better Questions, Listening: In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected.

Strategies for Better Questions, Listening: In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys.