Emily’s Hip
In which we are reminded that, in team or group selling, it’s helpful to have someone in the group step up as the leader to set the tempo. Read more »
sales tips
Transmitters (Issue 1135)
In which we are reminded to increase our reach through “transmitters” in our networks. Read more »
Ask Me To Think (Issue 1134)
In which we are encouraged to lead with questions that prompt client thought. Read more »
Just Do Something (Issue 1133)
In which we are reminded that doing “one” of something important is better than doing “none”. Read more »
And, Then, Be Quiet (Issue 1132)
In which we are reminded to ‘zip our lips” after we’ve made our pitch or recommendation. Read more »
Bag of Bags (Issue 1131)
In which we are reminded that corporate amnesia helps our clients embrace change. Read more »
Potholes (Issue 1130)
In which we are reminded to maintain a broad field of vision in our clients even as we focus, from time to time, on single issues. Read more »
Advice (Issue 1129)
In which we revisit the idea of asking questions when we’re asked for our opinions. Read more »
Trip to Detroit (Issue 1128)
In which we are reminded … again … to confirm the gap before recommending a solution. Read more »
Whether Forecasts (Issue 1127)
In which we are reminded that inaccurate or late-changing sales forecasts can create expensive consequences. We were, all of us, in a fluffle last Monday afternoon. The national and Boston-area weather forecasters were predicting a major snowstorm. For Cambridge, Massachusetts, where I live, they predicted 5 inches to 8 inches of heavy, wet snow driven … Read more »
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