Simple, Neat, and Incomplete (Issue 535)
In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard. 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 »
It’s A Trap (Issue 514)
In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early. Read more »
Do You Really Want to Hear (Issue 511)
In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients. Read more »
We Are Seriously Social.