When Delivering Bad News
In which we are encouraged to provide personal touch and clear up suspense when we deliver bad news. Read more »
Managing Sales Process
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 »
Rituals (Issue 867)
In which we are reminded that rituals help put us on purpose and push up performance. Read more »
When the Baby’s Ugly
In which we are reminded not to call another person’s baby ugly… no matter what. Read more »
We Are Seriously Social.