One phrase you’ll hear from me if you hang around long enough is “the wheel turns.” In a recent post, I talked about how deals you thought were stone-cold dead sometimes lurch back to life when you least expect it. Maybe writing that piece manifested the next round of surprises — who knows. The universe […]

Let’s take a moment to reflect on the sales funnel. It’s handy as a metaphor (or maybe an analogy, I often get those confused) that paints a mental picture of your sales process, and where your clients and prospective clients are at in their transaction cycles. I like using it because it recognizes that the […]

If you’ve spent any time in sales within a professional setting, your boss has likely asked you, “What do you have lined up?” In some workplaces, it’s an informal check-in where your boss wants to know what you’re working on, or for you to give him or her an idea of upcoming project scheduling and, […]