In which we are reminded not to answer questions before we fully understand their intent.
Archive for the 'Managing Sales Process' Category
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
In which we are reminded to smoke out, early, internal competitors for our proposed solutions.
In which we are reminded not to call another person’s baby ugly.
In which we are reminded of the sustaining benefits of activity tracking.
In which we are encouraged to “play big” in the charitable or non-profit world as a way of leveling the playing field with people with whom we’d like to do business.
In which we ask ourselves, will we step up our game to partner with our clients or, with other vendors, will we be crushed?
In which we are reminded that precision in assessing client situations often leads to better, more predictable results.
In which we are encouraged to create demand for our services, not wait for clients to discover they need us.