In which we are reminded, when our services require clients to change beliefs or business practices, to start them off small (pilots, etc.) so they become familiar and buy in to the change. Read more »

In which we are reminded that sometimes, even when danger is present or approaching and we can help, we can’t force clients to buy. We have to prepare ourselves and wait for them. Read more »

In which we are reminded that, when competing with skilled practitioners: If we mis-time the start, whether sail boat race or sales cycle, it’s very hard to make up ground. Read more »

A friend’s story, in which we are reminded to be fully present when leading or selling. Read more »

In which we are reminded that, with a new client, a little extra generosity framed with careful positioning can go a long way toward generating significant good will. Read more »

In which we are reminded to ask ourselves, “If a client can’t see all the work that’s coming when they implement what they’re buying, should I help them see it?” Read more »

In which we are reminded, when others sing our praises, to say, ‘thank you’. Read more »

In which we are reminded to ensure that everyone on our sales teams knows “who’s the person who…” can answer client questions or who can own providing a response. Read more »