Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract prospects and referrals.

Strategies for Managing the Sales Process: In which we are reminded that smaller competitors can beat bigger ones through better execution.

Strategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.

Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.

Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer.

In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.

Strategies for Managing the Sales Process: In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.

Strategies for Better Questions, Listening: In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.

Strategies for Positioning Value: In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.

Strategies for Managing the Sales Process: In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling.