View Post

Artful Discovery in the Sales Process, Part 3

Click here to receive the “Triple Your Prospecting Output” guide direct to your inbox. Welcome back to Whiteboard Wednesday, and the topic is Artful Discovery. (I didn’t do my usual doodling here up in my title screen, so I have to rectify that situation. Too much bland and not enough color.) The topic as I said is artful discovery, and …

View Post

Artful Discovery in the Sales Process, Part 2

Click here to receive the “Triple Your Prospecting Output” guide direct to your inbox. Welcome back to Whiteboard Wednesday, and this is part two in my series on Artful Discovery. As we talked about last time, discovery is the part of the sales process where we are really trying to understand our prospect. If solution selling is about getting to …

View Post

Artful Discovery in the Sales Process, Part 1

Click here to receive the “Triple Your Prospecting Output” guide direct to your inbox. We are back with another series here in Whiteboard Wednesday (I guess I should say on Whiteboard Wednesday), and this is one of my favorite topics, Artful Discovery. Discovery is the part of the sales process which I think really has a potential to add the …

View Post

How to Manage Salespeople Pt 5

One of the questions I get asked very frequently is, “Wow Townsend, this is a lot of stuff to manage. It’s a lot of stuff to keep track of. How do you manage all this stuff?

View Post

How to Manage Salespeople Pt 3

Welcome back to Whiteboard Wednesday. This is part three in my five part series How to Manage Salespeople. The topic today stems from something that I brought up in my last video, and that really is creating closed-loop communication, creating follow-up and having a means to check in on or understand how people are following through and succeeding or failing …

View Post

How to Manage Salespeople Pt 1

“It is Whiteboard Wednesday once again, and I have a really exciting series actually that I am kicking off, which as you can see is called How to Manage Salespeople. It’s a topic obviously near and dear to my heart, but also one that I don’t think a lot of folks write about, a lot of folks talk about, or …

View Post

Sales Pipeline Management

Click here to receive the “Sales Pipeline Stage Definitions” guide direct to your inbox. “Welcome back to another edition of Whiteboard Wednesday. I am pretty excited about this particular session because I actually just came from a client and was talking through this whole concept (it’s actually a conversation that comes up quite often). It’s really about the pipeline and …

View Post

Business Strategy and Planning: Working Toward Execution

“Welcome to another Whiteboard Wednesday. We’ve got kind of a short and sweet version for you this week. I wanted to get something out, kind of a simple concept that I run into a lot. When I am dealing with working folks through process, change, and through change management, one of the real challenges, of course, is getting people’s minds …