The Curse of Experience (Issue 784)

In which we are reminded to be careful about when we take short cuts to diagnoses based on experience. Read more »

Ask: What’s Been Happening? (Issue 783)

In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »

Keep An Eye Out. Ask A Question. (Issue 782)

In which we are reminded: Look up, from time to time, and engage with the people around us.  No telling who we will meet. Read more »

Daily Measures (Issue 781)

In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.  Read more »

Niche or Get Smoked (Issue 780)

In which we are reminded: Find a niche and specialize… or get smoked. Read more »

Hot Rods (Issue 779)

In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out. Read more »

Forget Me Not (Issue 778)

In which we are reminded to “follow the check list” as we’re closing sales or finishing projects. Read more »

The Best Parts First (Issue 777)

In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences. Read more »

Stories Our Clients Tell About Us (Issue 776)

In which we are reminded to ask our clients and prospects to comment on their positive experiences of us on LinkedIn. Read more »

Why Do You Ask???? (Issue 775)

In which we are reminded that very few questions come from idle curiosity. We need to know why. Read more »

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