Matted Down (Issue 537)
In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »
Better Questions, Listening
Planting Seeds in Conversation (Issue 526)
In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »
What’s Different (Issue 520)
In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »
Head Voices (Issue 519)
In which we are reminded to focus on our clients’ voices to silence the voices in our heads. Read more »
Planning Ahead (Issue 517)
In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »
Can’t Get There from Here (Issue 516)
In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected. Read more »
Newsguys (Issue 515)
In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys. Read more »
We Are Seriously Social.