Weekly Sales Thought

If You Had Come to Me In Friendship… (Issue 789)

In which we are reminded to invest in friendships and relationships. Read more »

Playing Clean (Issue 747)

In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »

Unraveling Client Yarns (Issue 694)

In which we are reminded to manage our discovery questioning patiently. Read more »

Out the Back End (Issue 679)

In which we are reminded to assess, from time to time, our investments in slow-developing accounts. Read more »

Pacing (Issue 618)

In which we are encouraged to pick interim targets to guide our pace through each sales period. A spirit lifting, cloudless spring Saturday morning in Cambridge, MA. Notwithstanding the 42 degree start, the morning warmed quickly as I made my way to the Cumnock Field sidelines at Harvard University to watch the students we know … Read more »

Planning Ahead (Issue 517)

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »