Q Notes, Quadrant 1: The Question Quadrant

To be useful to a client, you need ideas that help them. It’s a lot easier to get ideas when you understand their reality, what they need, how your client perceives their situation. You don’t get this without asking questions. A good sales meeting is devoted to questions. […]

More on Taking Notes

The face-to-face client meeting is the most important piece of the sales process. Capturing everything you can from that meeting fuels the future of the relationship. […]

Taking Notes in a Client Meeting

Rob Fitz’s book, The Mom Test, was recommended by a friend, who is the CTO of a financial startup. It’s essentially a book about sales conversations for startup entrepreneurs. The Mom Test explains to an entrepreneur how to have a conversation with potential future customers; a conversation that truly allows you to validate (or disqualify) your startup idea. In the preview of the book the author says one of the topics he’ll cover is how […]

Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort.
   --Booklist, July 2014