On Giants’ Shoulders (Issue 734)

In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are. Read more »

Sharing Control (Issue 733)

In which we are reminded that “collaborative conversation” with clients is frequently better than “we keep control.” Read more »

Take What The Defense Gives You (Issue 732)

In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about. Read more »

Floor Everywhere (Issue 731)

In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »

Four Years! (Issue 730)

In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it. Read more »

Look Back! (Issue 729)

In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction. Read more »

[Video] Build Stronger Relationships by Asking the Right Questions

Building stronger relationships and increasing sales with small business owners is all about asking the right questions. In our latest video, we share four powerful questions you can ask to get your next conversation off to a great start. Read more »

Change from the Periphery (Issue 728)

In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP. Read more »

Take What The Defense Gives You (Issue 732)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

It’s About What You’d Expect (Issue 727)

In which we are reminded that bold is better. Read more »

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