sales strategies

To The Highest Standards (Issue 797)

In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards. Read more »

Remember When We… (Issue 788)

In which we are encouraged to remind our clients, from time to time, all that we’ve done for them. Read more »

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 »

Niche or Get Smoked (Issue 780)

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

Bread on the Table (Issue 769)

In which we are reminded that even short call plans help us produce better results than no plans at all. Read more »

Slow Turners (Issue 768)

In which we are reminded that some people need more time to decide, and we should engage with others while they do.   Read more »

Ask First… (Issue 765)

Yet one more time… In which we are reminded to clarify before we pitch Read more »

Burnt Sugar (Issue 759)

In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals. Read more »

Bridges in the Moment (Issue 754)

In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events. Read more »