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 »

Maps and Plans (Issue 793)

In which we are reminded that it’s good to have a map when working a major account. Read more »

Leaking Sprinklers (Issue 792)

In which we are reminded to meet routinely, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »

Maybe Don’t Say It All At Once… (Issue 791)

In which we are reminded not to call our clients’ babies ugly…. At least not all at once. “So, what do you think?” I asked my friend at intermission.  I had invited her to dinner to catch up on a year’s stories,  then to take in a local troupe’s performance of a Broadway musical. “This … Read more »

Signature Dishes (Issue 790)

In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals. “When you go there, you MUST at least TRY the Burnt Sugar ice cream.” We were referring another friend to Christina’s Ice Cream in Inman Square, Cambridge, MA. Christina’s makes and sells the … Read more »