Weekly Sales Thoughts

Movement in the Mercado (Issue 695)

In which we learn marketing from Mercado merchants’ movement. Read more »

Unraveling Client Yarns (Issue 694)

In which we are reminded to manage our discovery questioning patiently. Read more »

Stop the Bleeding (Issue 693)

In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment. Read more »

A Time to Plan (Issue 692)

In which we are reminded to take the time to plan calls and meetings, early enough, when it counts. Read more »

Look Up! (Issue 691)

In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities. Read more »

Seeds of Doubt (Issue 690)

In which we wonder about the sagacity of posting “away” messages on email or voice mail. Read more »

Notes and Cards (Issue 689)

In which we are reminded to be memorable by acknowledging and celebrating clients and network friends. Read more »

Crab Rangoon (Issue 688)

In which we are reminded to build believers by evoking the experience of using our products and services. Read more »

Why Do You Want to Work With Us? (Issue 687)

In which we are reminded to prepare answers to a  fundamental client question. Read more »

Decontruction (Issue 686)

In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »