Making the Connection (Issue 572, originally published June 2009)

In which we learn to think about connections in companies we call on. Read more »

Reflections on Values and a Life (Issue 571)

In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values. My mother in law, Irene, would have been 97 years old this last March. She passed just after Christmas, 2011, falling a few months short of reaching one of the most eagerly … Read more »

Socks (Issue 570)

In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. Read more »

Under Pressure (Issue 569)

In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »