One Data Point (Issue 1091)
In which we are reminded that we can lose a client’s confidence with just one “off” experience. Read more »
Managing Sales Process
If You Had Come to Me In Friendship (Issue 1090)
In which we are reminded to invest in relationships before we need them. Read more »
What’s the Payoff? (Issue 1088)
In which we are encouraged to move clients forward by exploring their incentives to change…or not. Read more »
When The Door Opens… (Issue 1085)
In which we are reminded to always be ready… you just can’t tell when the door will open. Read more »
Sargent Under Glass (Issue 1083)
In which we are reminded that we need to understand client preconceptions about us and our services so they’re not disappointed from the get-go. Read more »
This Session Should Be Recorded (Issue 1082)
In which we are encouraged to record ourselves – our introductions, our pitches, our presentations – to polish them to full shine. Read more »
Start Simple. Assume Nothing. (Issue 1080)
In which we are reminded to first check the basics when we are assessing client challenges. Read more »
Many Steps Over Time (Issue 1079)
In which we are reminded that it can take time and many baby steps before a client will take the risk of relying on us for professional advice … and it helps if they like us, first. Read more »
Shifting Gears (Issue 1078)
In which we are reminded to visualize or rehearse what we plan to do when we shift from one environment or one client meeting to another. Read more »
Butter Creaming (Issue 1076)
In which we are reminded to save our strength, to conserve our resources, to be a bit patient when we see that the prospects or customers we’d like to engage really aren’t ready to talk… it’s too soon. Read more »