Nothin’ But Trouble (Issue 488)

In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting. Read more »

Follow the Steps (Issue 487)

In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »

More Than A Gut Feel (Issue 486)

In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling. Read more »

Something to Talk About (Issue 485)

In which we consider a practical strategy  to connect with our prospects if we’ve not walked in their shoes. Read more »