Based on the Evidence

From the “I couldn’t make this stuff up if I tried” department, a voice mail received earlier this month: Read more »

Based on the Evidence

From the “I couldn’t make this stuff up if I tried” department, a voice mail received earlier this month: Read more »

Deadline Adrenaline

In which we are urged to ask our clients “strategic questions” before year end. “I don’t understand why we (this should be read “you, you moron”) left this until the last minute.  We … have known for 18 years that our son would be applying to college this month.  Why are we….  starting this at … Read more »

What Do *You* Know?

When I applied in Minneapolis for what would become my first job as a consultant, the lean, crew-cut, brusquely dressed, ruddy-cheeked partner in charge of consulting in that office looked me, then looked at my resume, and said, scornfully,  “So, you’ve been in banking three years. What the h___ do you know?” Read more »

Yield Is A Year 'Round Activity

In which we consider that managing the yield from our sales activities is an “every month” focus. My son is preparing college applications. With anywhere from three to ten or more students applying for each seat in an entering class, the college application process is my son’s first major sales job. Read more »

Yield Is A Year ‘Round Activity

In which we consider that managing the yield from our sales activities is an “every month” focus. My son is preparing college applications. With anywhere from three to ten or more students applying for each seat in an entering class, the college application process is my son’s first major sales job. Read more »

Extra Time

….In which we remind ourselves to prepare. A sunny early October morning. Sweating, despite the cool air, a group of about thirty 16 – 18 year old boys sits on bleachers, listening (sort of) to final words from two coaches on whose soccer team they seek to play. Read more »

Be Specific

In which we learn to ask direct questions to elicit direct, factual answers. Last week, we invented “Nick-Speak.” Read more »

Every Time

In which we’re encouraged to focus on customer interests, even if our companies are product focused. My daughter wants to redecorate her room. Eight years ago, when we moved into the house, my wife chose the paint and trimmings for the room. Now, my daughter wants a change – the paint, the furniture, and the … Read more »

You Know What?

In which we learn a three word question that focuses our sales approaches. My mother, born in 1917 and raised in England, detested certain American turns of phrase, chief among them, “You know what?”   Read more »