An Early Lesson (Issue 539)

In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. Read more »

Home Ice (Issue 538)

In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell. Read more »

Matted Down (Issue 537)

In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »

Totally Concrete (Issue 536)

In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »