Problem First (Issue 466)
In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution. Read more »
Sales as Performance (Issue 465)
In which we are reminded that people frequently make decisions based on feelings, first, then on facts. During a heated discussion recently, one of our colleagues growled, “Facts don’t count.” At the time, I thought, “What an IDIOT! Of COURSE facts count. This is a BUSINESS we’re talking about.” But… what if facts DON’T count … Read more »
No Argument (Issue 464)
In which we learn to set context with past – present – future questions when a client or prospect asks for product information. Read more »
Taking A View (Issue 463)
In which we are reminded that being a good advisor to clients often means leading them. Read more »
We Are Seriously Social.