Classics

Any Excuse (Issue 619)

In which we are reminded that it’s our job to create reasons to talk and possibilities for action. Read more »

Sounds in Darkness (Issue 580)

In which we are reminded that listening, really listening,  involves more than words. Read more »

Mother, Please! (Issue 489)

In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. 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 »

Do Not Confuse Effort with Results (Issue 483)

In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »

Selling Past No Close (Issue 473)

In which we consider what to do when we run into someone who has no need, no hurry, or no money. From the “you probably had to be there and I will give it a shot anyway” department: Read more »

Sales as Performance (Issue 465)

In which we are reminded that people frequently make decisions based on feelings, first, then on facts. During a heated discussion recently, one of our colleagues growled,  “Facts don’t count.”   At the time, I thought, “What an IDIOT!   Of  COURSE facts count.  This is a BUSINESS we’re talking about.”    But… what if facts DON’T count … Read more »

Taking A View (Issue 463)

In which we are reminded that being a good advisor to clients often means leading them. On a recent Friday, I had lunch with a consultant I’ve engaged from time to time.  As we munched our salads, he gently asked a number of questions: Read more »

Save Room for Dessert (The Annual Thanksgiving Column)

In which we’re reminded to plan our sales capacity, saving room for the prospects and customers that will REALLY make a difference in our annual results. Last Thursday, my family and I, complete with children and grand mothers, celebrated Thanksgiving. I married into a family that believes Thanksgiving dinner was successful only if the dining … Read more »

Relationship

On Saturday night, I watched the movie, “This is Spinal Tap,” a 25-year old “mockumentary” about a fictional, dreadful heavy metal band named, as you might guess, Spinal Tap. Read more »