Emily’s Hip
In which we are reminded that, in team or group selling, it’s helpful to have someone in the group step up as the leader to set the tempo. Read more »
Managing Sales Process
Just Do Something (Issue 1133)
In which we are reminded that doing “one” of something important is better than doing “none”. Read more »
And, Then, Be Quiet (Issue 1132)
In which we are reminded to ‘zip our lips” after we’ve made our pitch or recommendation. Read more »
Bag of Bags (Issue 1131)
In which we are reminded that corporate amnesia helps our clients embrace change. Read more »
Potholes (Issue 1130)
In which we are reminded to maintain a broad field of vision in our clients even as we focus, from time to time, on single issues. Read more »
Trip to Detroit (Issue 1128)
In which we are reminded … again … to confirm the gap before recommending a solution. Read more »
Whether Forecasts (Issue 1127)
In which we are reminded that inaccurate or late-changing sales forecasts can create expensive consequences. We were, all of us, in a fluffle last Monday afternoon. The national and Boston-area weather forecasters were predicting a major snowstorm. For Cambridge, Massachusetts, where I live, they predicted 5 inches to 8 inches of heavy, wet snow driven … Read more »
Signs (Issue 1126)
In which we are reminded that too much focus may mean missed opportunities. Preparing to fly home from a city that shall remain nameless, I drove my rental car through the airport looking for access to the gas station from whose cool, subterranean tanks I needed fuel. I was feeling lucky. No traffic in front … Read more »
Pictures Don’t Lie (Issue 1122)
In which we are reminded that we can think we’re doing a great job until someone shows us a picture or recording. Read more »
The View From Lower Floors (Issue 1121)
In which we are reminded that sometimes, when we’re attempting to reach the top-most levels of a company, it helps to drop down a couple of levels to see the view from there. Read more »
We Are Seriously Social.