A Seller’s Guide to Gift Giving (Issue 885)
In which we are reminded that, frequently, the best gift ideas are the ones not requested. Read more »
Managing Sales Process
Save Room for Dessert (Issue 882)
In which we are reminded to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
When Delivering Bad News (Issue 880)
In which we are encouraged to provide personal touch and clear up suspense when we deliver bad news. Read more »
Oh, I Forgot (Issue 878)
In which we are reminded to provide all messy implementation details before we close sales. Read more »
Rubber Gloves (Issue 876)
In which we are reminded to fully educate clients’ team members when their bosses buy our products. Read more »
I’ll Call You If I Am Interested (Issue 875)
In which we are reminded to ensure that everyone on our teams is prepared to act on opportunities. Read more »
The Wrong Bag (Issue 870)
In which we are reminded that delivery mistakes, even when corrected quickly, cause unwanted disruption. Read more »
Bad Wiring in the Walls (Issue 869)
In which we are reminded to look “behind the walls” in our clients’ operations lest we miss something that will become a problem. Read more »
It Happened One Night (Issue 868)
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
We Are Seriously Social.