Weekly Sales Thoughts

Pepper and Salt

In which we are reminded: It’s ‘management’s’ job to set  and enforce expectations on sales rep competence. Read more »

Bow Ties (or Learning to Wear The Brand)

In which we are reminded, as we’re developing our brands or once we’ve built our brand, to stick with it…consistently. Read more »

Mashed Banannas

In which we are urged to choose and cultivate a distinctive brand trigger that connects clients to us. Read more »

You Eat Like A Bird

In which we are encouraged to look back, at a client’s history of decisions and progress, before moving forward with recommendations for next steps. Read more »

Same Old. Same Old. (Issue 839)

In which we are reminded to bring new ideas and “change the mix” a bit with our existing, core clients lest they wander off in search of something new. Read more »

Memorable Headlines (Issue 838)

In which we are reminded to interpret the data we present to clients and prospects in a headline or memorable catch-phrase so that they can remember our selling points. Read more »

What Questions Reveal (Issue 837)

In which we are encouraged to interpret the patterns of our prospects’ and clients’ questions and probe for their ultimate outcomes. Read more »

Playing In The Future (Issue 836)

In which we are reminded that we provide great value when we help clients and prospects anticipate what’s coming. Read more »

Finding Tragic Flaws (Issue 835)

In which we are encouraged to look for unproductive patterns in our clients’ decisions lest they come back to cripple them later. Read more »

Back Stories (Issue 834)

In which we are reminded that our “back stories” are, frequently, critical sales differentiators. Read more »