Sales - The Stimson Group

Sales

A chalkboard graph showing progressively shorter lead times as time goes on.

Management, Sales

Why You Should Embrace Shorter Lead Times

Short lead times have become prevalent, so what can you do to make those short lead times work for you, not against you?

An overhead shot of two people sitting at a desk shaking hands over several pieces of paper and a computer.

Sales

Sell at the Highest Level of Value

Anyone can shop or sell on price. Buying and selling value takes effort, but both sides win.

The words, “say no,” are written on a chalkboard next to a red X.

Sales, Strategy

How to Be Confident Saying NO to Clients

In this post, we discuss how to develop the confidence to know you’re saying no at the right time when turning away new business.

Blocks are in a row spelling out the word prices, on top of a newspaper with graphs.

Sales

3 Ways to Communicate Increased Pricing to Your Clients

If your biggest objection to raising prices is customer pushback, then this blog is for you. Learn 3 techniques to overcome objections when price goes up.

An account manager and project manager looking over their company's project outline.

Management, Sales

Should There Be Overlap Between Account Management and Project Management?

Project management touches all aspects of a business, so it shouldn't be designated as a subcategory of sales or operations. Here's why:

Two people work at a desk covered with paper charts, a keyboard, and a tablet while holding a phone and stylus.

Management, Sales

How to Define a Sales Process

Sticking to a clearly defined sales process will help you pause, dig deeper, and find the most opportunity to meet the client’s actual needs.