In which we are reminded to communicate frequently and accurately with clients as we’re selling and implementing after the sale.   Read more »

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »

In which we are encouraged to think about the whole system we’re selling into rather than just the specific problem now on the table. Read more »

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 »