Planning Ahead (Issue 517)

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »

Can’t Get There from Here (Issue 516)

In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected. Read more »

Newsguys (Issue 515)

In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys. Read more »

It’s A Trap (Issue 514)

In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early. Read more »