Because sketching is part of the Discovery process, each blog answers one common open-ended question. And as always, I’m including actions for both salespeople and sales managers so you can integrate sketching — and support sketching — into your daily activity.

Today we’re focusing on two practical questions:

How Does Sketching Happen?

Sketching happens most effectively when it’s an initiating action by the salesperson.

When you ask, “What can you tell me about the room as it is now?” you op…

There’s a difference between talking about a space… and truly understanding it.

This month, we’re focusing on Sketching to Support the Sale. This is the first in a series of four conversations about sketching. Because sketching lives inside the Discovery process, I’m going to answer these through common open-ended questions — and I’ll include actions for both salespeople and sales managers so you can integrate this tool into your daily activity.

Today, we begin with two simple questions:

What…

This is the fourth and final article in the Selling Intangibles series. I hope you’ve enjoyed the previous articles—and more importantly, that you’ve put some of these ideas to work with your team or in your own selling performance. Let us know.

I’m going to make a bold statement about sales managers and intangibles.

The achievement of a calculated intangible metric is more reflective of sales management than it is of the salespeople.

Sales managers need a strategy for increasing performance …