In which we are reminded: It’s ‘management’s’ job to set and enforce expectations on sales rep competence. Read more »
In which we are reminded that we provide great value when we help clients and prospects anticipate what’s coming. Read more »
In which we are reminded (once again!) to prepare carefully in advance for clients’ and prospects’ questions. Read more »
In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »
In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »
In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »
In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »
In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »
In which we are reminded that good call “mechanics” will save us when we make mistakes. Read more »
In which we are reminded that, fair or not, clients and prospects judge us, often, based on brief moments of experience. Read more »
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