You Eat Like A Bird!

In which we are encouraged to understand context before we pitch recommendations. Read more »

Is Your Bank CFPB/OCC’s Next Sales Practices Target? Part 1: Stop “Selling”

[April 20, 2017] Waiting for the knock on your door? Our first check point in evaluating our clients’ consumer and small business sales practices is context: “What is the bank’s philosophy?” Read more »

Wells Fargo Timing: Symptom of Broader Failure

[April 18, 2017] The timing of the Wells Fargo case is symptomatic of a broader failure. The general theory about “why this happened” is that branch incentive programs were wrong (widget-based) and that sales managers were far too aggressive in pushing sales staff to sell more. All true, well documented. However: People tend to “go … Read more »

The Monarch’s Path

In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »

Make Them (Our Mistakes) Playable (Issue 825)

In which we are reminded that good call “mechanics” will save us when we make mistakes. Read more »

Brief Moment Branding (Issue 824)

In which we are reminded that, fair or not, clients and prospects judge us, often, based on brief moments of experience.  Read more »

Home Remedies (Issue 823)

In which we are reminded that it’s useful to know multiple ways to configure our products (or even other companies’ products) to solve clients’ problems so that we add value and keep the relationships Read more »

No Fiddling (Issue 822)

In which we are reminded, sales is a tough instrument. Keep practicing, regardless of how good the numbers are. Read more »

Tracking, Schmacking (Why Bother?) (Issue 821)

In which we are reminded of the glorious sustaining benefits of activity tracking. Read more »

They Don’t Care About Our Products (Issue 820)

In which we are reminded that dollarizing our value is an INCREASINGLY essential sales discipline. Read more »