Is Your Sales Process Linear, and Where Does Client Research Fit?

You should be able to describe your sales process in linear fashion. But that doesn’t mean you necessarily do it that way. […]

The Most Important Moment in Sales

When you walk into a meeting with a new client, a useful metric for sustaining a meaningful dialog is five questions: five questions that occurred to you as you were researching your client; five questions that are conversation starters; five questions that can’t be answered with a yes or a no. […]

The Walls Have Ties

Your clients’ offices — including reception and common areas — are their habitats. They’re filled with clues about the company and its culture. Think of the waiting room as an anthropological research opportunity, where you’re exposed to resources that aren’t available in company reports or on the Web.

There are topics for discussion literally littering the walls. The artwork, the trophy case, the plaque, the photo of the ribbon cutting, the mission statement, the free […]

F. W. Woolworth said, ‘I’m the world’s worst salesman so I have to make it easy for people to buy.’ He’d have loved this book. It’s all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone.
   --Wally Bock, Leadership coach and author of Three Star Leadership