Common Interests (Issue 568)

In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. Read more »

The Subway Strategy (Issue 567)

In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »

Balance (Issue 566)

In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships. Read more »

The Story Behind the Story (Issue 565)

In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »

It Ain’t Me Babe (Issue 564)

In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for. Read more »