Weekly Sales Thoughts

Last week’s Puzzler began:

A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting with a client’s executive team, all men, 50-ish years old. The team was working on its first transaction for the client.

The partner turned to the greenest associate on the team (who would have been in his early ’20s) and said, “At dinner, find a way to sit next to [the client’s CEO].  If you can’t do that, don’t bother coming back to work tomorrow.”

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In which we’re challenged to recommend a strategy for an X-treme prospecting game.

A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting Continue reading »

In which we’re reminded to check and double check things we hear from clients during a complex sale.

I came to call it the “$300,000 Sure Thing” at a time when $300,000 was a significant sum.

During a project with a large bank, thanks to my client’s relationship with her CEO, I began a conversation with the CEO about his strategy and organizational changes that were needed.

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….In which we remind ourselves to understand how our clients are measured so we can help them be successful.

My children’s’ rooms are disheveled. This state has been an ongoing source of friction between the children and their mother who will, for days at a time, ignore the dishevelment and then, without any apparent triggering event, blow her stack and order a clean-up, threatening all manner of unhappy outcomes if the rooms are not cleaned up.

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In which we are reminded to fit special promotional offers to our clients, not the reverse.

It came as a little bit of a shock. I was wrapping up a telephone conversation with Edith, a customer service representative at a clothing company from whom I buy winter outdoor clothing on line. My dad and I and other family members have been long time fans of their clothing.

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