Little Pops (Issue 961)
In which we are encouraged to touch our clients and prospects more frequently with tastier morsels. Read more »
Managing Sales Process
My Fitness Pal (Issue 960)
In which we are reminded to identify and track performance on the activities that lead to our goals. Read more »
Learning From Buyers’ Red Lights (Issue 959)
In which we are reminded to learn from buyers’ “red lights” in the sales process. Read more »
Tell Me How You Do It (Give Me Comfort I’ll Get The Promised Result) Issue 958
In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »
No Sail (Issue 957)
In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »
Dance to THEIR Tune (Issue 952)
In which we are reminded to dance with clients’ answers to our questions rather than sticking to our own agendas and tasks. Read more »
Holding Their Hands (Issue 951)
In which we are reminded to ‘be there’ with our clients when they hit the first post-purchase wall. Read more »
Close Shaves (Issue 950)
In which we are reminded to take our time and patiently prepare ourselves. Read more »
Changing the Blade (Issue 948)
In which we are encouraged to establish routine reviews of client satisfaction and product performance. Read more »
One or Two Will Do (Issue 946)
In which we are reminded to limit our responses to client questions to one or two ideas at a time. Read more »
We Are Seriously Social.