In which we are reminded to keep our antenna up even when we’re under pressure to hit a target. [Text received] “Hey, Nick. Rob Smith here. Were you just in the Orlando airport?” Rob is one of my favorite clients. I received his text a few minutes after I settled into my Jet Blue seat … Read more »
In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »
In which we are reminded to “stay open and curious” when a particular call objective doesn’t work out. Read more »
In which we experience the power of peer group comparison. Read more »
In which we are reminded to focus on “change” when we’re talking to our clients. Read more »
In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »
In which we are reminded not to hint at expected answers when we ask questions. Every few years, the Commonwealth of Massachusetts invites me to refresh my driver’s license. Last week, I went to the Registry of Motor Vehicles first thing in the morning. “Why are you here?”, inquired the friendly person at the desk. … Read more »
We Are Seriously Social.