Ahh, summer! Beach, mountains or wherever you like to vacation and relax, summer’s got it all. It’s important to get away, refresh and recharge. But it’s also important not to pay for it by coming back to a wilted pipeline. Touching key opportunities before you leave, and scheduling next steps for after you return is a good way to keep things moving while you chill out.
Are Your Sales Relationships Painful? – There’s been a lot written lately about shifting from probing for pain to goals, objectives. Here’s one to consider.
Protecting Your Relational Capital – I wince sometimes when a rep tells me they have a “great relationship” with a client. Just because they may share some personal information with you, doesn’t mean that you’re buds.
What You Control, and What You Do Not – My reps find it frustrating when they have an issue that can only be addressed by others that don’t report to me – IT, Marketing, etc. While I know “I don’t control that” is not the answer they’re looking for, it reflects an understanding of the points in this blog post. Tilting at windmills didn’t turn out well for Don Quixote.
The Secret to Getting Calls Returned – Persistence. What a concept. Persistence = Frequency * Variety You can’t sell someone who won’t talk with you.
BTW, the image is my beach, about 4 miles away. (Although it’s never that vacant.)