Dealing with Distraction

In which we are reminded that, sometimes, we have to help clients settle issues that have little to do with us in order for them to give us their full attention. Read more »

Follow The Cues We’re Given

In which we are reminded that, sometimes, following the cues we’re given is more important than finishing the task we’d planned. Read more »

Entering The (Prospecting) Cave of Wonders (Issue 816)

In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »

Lousy Sales Leads (Issue 815)

In which we are reminded… no lead list is perfect. Just get on with things. Read more »

Repeat Business (On The Way to Trust) (Issue 814)

In which we are reminded not to assume we understand what our clients seek when they come back to us. Read more »

After Shave (Issue 813)

In which we are reminded to fully understand our customers’ specifications before delivering. Read more »

Free Falling (Issue 812)

In which we are reminded to be careful about making assumptions when we’re assessing clients’ issues. Read more »

A (Christmas) Prospecting Tale (Issue 811)

In which we are reminded that consistent research is a key to offering timely, high impact ideas to prospects and clients. Read more »

Differentating Standard Products (Issue 810)

In which we see how to position standard products as “fresh” and “built just for you.” Read more »

Absolutely Convinced (Issue 809)

In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »