Strategies for Better Questions, Listening: … in which we discover the benefits of asking broader questions before we qualify someone for our products.

Strategies for Managing the Sales Process: In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back.

Strategies for Managing the Sales Process: In which we consider what to do when we run into someone who has no need, no hurry, or no money.

Strategies for Managing the Sales Process: In which we are reminded to speak benefits rather than features… And to slow down.

Strategies for Better Questions, Listening: In which we are reminded to answer questions with questions and to delay quoting a price until we know what we’re being asked to quote.

Prospecting Strategies: In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation.

Strategies for Managing the Sales Process: In which we consider the possibility that we may need to sell transactionally to start consultative relationships.

Strategies for Managing the Sales Process: In which we are reminded to clear time-wasters from our client lists and project lists in order to create capacity to grow.

Strategies for Managing the Sales Process: In which we’re reminded of the value of periodically reviewing our clients and accounts so that we’re not surprised by changes.

Strategies for Positioning Value: In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.