Wind Blown (Issue 593)

In which we are reminded to focus on differences  rather than routine questions when we write our call plans. Read more »

Shared Experiences (Issue 592)

In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.   Read more »

Captivating Rhythm (Issue 591)

In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know. Read more »

The Value We Bring to the Table (Issue 590)

In which we are reminded not to fall for the bait of taking an order just because the customer asked for it. Read more »