Strategies for Better Questions, Listening: In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience.

Strategies for Positioning Value: In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us.

Strategies for Managing the Sales Process: In which we are cautioned to look closely before we invest serious time in juicy-looking prospects and customers.

Strategies for Managing the Sales Process: 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.

Strategies for Managing the Sales Process: 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.

Strategies for Managing the Sales Process, Prospecting: 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.

Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.

Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.

Strategies for Managing the Sales Process: In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.)

In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.