Dance Moves (Issue 828)

In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »

You Eat Like A Bird! (Issue 827)

In which we are encouraged to understand context before we pitch recommendations. Read more »

Is Your Bank CFPB/OCC’s Next Sales Practices Target? Part 1: Stop “Selling”

[April 20, 2017] Waiting for the knock on your door? Our first check point in evaluating our clients’ consumer and small business sales practices is context: “What is the bank’s philosophy?” Read more »

Wells Fargo Timing: Symptom of Broader Failure

[April 18, 2017] The timing of the Wells Fargo case is symptomatic of a broader failure. The general theory about “why this happened” is that branch incentive programs were wrong (widget-based) and that sales managers were far too aggressive in pushing sales staff to sell more. All true, well documented. However: People tend to “go … Read more »

The Monarch’s Path (Issue 826)

In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »

Make Them (Our Mistakes) Playable (Issue 825)

In which we are reminded that good call “mechanics” will save us when we make mistakes. Read more »

Brief Moment Branding (Issue 824)

In which we are reminded that, fair or not, clients and prospects judge us, often, based on brief moments of experience.  Read more »

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