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 »
Managing Sales Process
Wear The Rubber Gloves (Issue 944)
In which we are reminded that, sometimes, clients need something more than short “log on and follow the prompts” instructions to implement (what we think are) simple procedures changes or products we’ve sold them. Read more »
What’s Been Happening? (Issue 942)
In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »
Two Doctors (Issue 933)
In which we are encouraged to lead our clients to new insights rather than reacting to their requests or complaints. Read more »
Product Pushing? (Issue 930)
In which we are reminded that pushing product or restricting client choices aren’t, by definition, bad practices. Read more »
No News (Issue 928)
In which we are reminded to communicate frequently and accurately with clients as we’re selling and implementing after the sale. Read more »
Hot Pepper Anticipation (Issue 927)
In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »
Blowing Leaves Downwind (Issue 926)
In which we are encouraged to think about the whole system we’re selling into rather than just the specific problem now on the table. Read more »
Interpretations (Issue 925)
In which we are reminded to interpret our prospects’ and clients’ behavior and intentions through multiple experiences rather than just one. Read more »
The Big Pictures (Issue 924)
In which we consider our occasional roles as sales “tour guides” for beginners. Read more »
We Are Seriously Social.