In which we are reminded to interpret our prospects’ and clients’ behavior and intentions through multiple experiences rather than just one. Read more »

In which we consider our occasional roles as sales “tour guides” for beginners. Read more »

In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »

In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »

In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »

In which we are encouraged to proactively approach our clients and prospects rather than waiting for their RFPs. Read more »

In which we are reminded to broaden our range of contacts within each of our clients, beyond the “side of the house” through which we enter. Read more »

In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. Read more »