Subway Strategy (Issue 659)

In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »

Dragonisms (Issue 658)

In which we are reminded to speak … simply. Read more »

Task Focused (Issue 657)

In which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand. Read more »

Close Shave (Issue 656)

In which we are reminded to take our time, patiently prepare and warm our relationships and prospects, before we jump in to anything resembling sales. Read more »

Four Drops (Issue 655)

In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us. Read more »

The Strength of Our Convictions (Issue 654)

In which we are reminded that, sometimes, the strength of our convictions earns us a buyer’s  second look. Read more »

New Year’s Plans (Issue 653)

In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully. Read more »

Visions of Sugar Plums (Issue 652)

In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “ visions of the future” helps us seal our deals. Read more »

Hands On (Issue 651)

In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale. Read more »

Too Quick to Answer (Issue 650)

In which we are reminded not to answer questions before we fully understand their intent. Read more »

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