Social Value

In which we are encouraged to “play big” in the charitable or non-profit world as a way of leveling the playing field with people with whom we’d like to do business. Read more »

One or Two Will Do (Short Answers Work Best) (Issue 802)

In which we are reminded to limit our responses to client questions to one or two ideas at a time. Read more »

Prospecting Tip: Stay Away from the Tourists (Issue 801)

In which we are reminded to go where others ain’t when we’re networking or building community. Read more »

Concordance…or… Facts Count (Issue 800)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Pulling The Weeds (That Choke Our Sales Lives) (Issue 799)

In which we are reminded to aggressively eliminate the weeds in our sales lives. Read more »

Hacking In to New Accounts (Issue 798)

In which we  discover that cyber hackers’ techniques can help us gain  access to major accounts. Read more »

To The Highest Standards (Issue 797)

In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards. Read more »

Consistent Client Experiences Boost Brand and Sales (Issue 796)

In which we are encouraged to develop thoughtful day-to-day consistency in the experiences we create for clients. Read more »

Trusted Advisor (Issue 795)

In which we are reminded that advising, earning trust, and  generating value beyond our products involves looking beyond the needs our products address. Read more »

Pathways Oft Ignored (Issue 794)

In which we are reminded that, when we need internal leverage to move sales forward, our clients’ assistants or admins  may have the best networks of all. Read more »