Olive Some of Those (Issue 1187)
In which we are reminded that supporting client behavior change can be the most important part of our sales. Read more »
Managing Sales Process
Muscles Memory (Issue 1186)
In which we are reminded to practice little-used skills lest we lose our muscle memory. Read more »
Nodding and Smiling (Issue 1185)
In which we are reminded that, when someone nods and smiles, silent during one of our presentations, we can’t assume that they understand what we’re saying. Read more »
Oh, Have You Not…? (Issue 1184)
In which we are encouraged to assess buyer experience rather than to assume. On a recent trip to Ireland I rented a car at Dublin airport. I’d never before driven a car from this particular manufacturer. Nice looking car. Metallic silver. Very sporty. Loved the wheels. I slid into the front seat and started through … Read more »
A Rose is a Rose…Depending (Issue 1182)
In which we are reminded that sharing “whatguzinta” a product or service can help with sticker shock. One early March evening, at a friend’s house party (yes, one of my rare public appearances), just as I was reaching the groaning-under-the-weight-it-was-carrying food table to snag a bit of cheese, I bumped into another cheese-seeker, Joanna. After … Read more »
Moving to France (Issue 1181)
In which we are reminded that earning full acceptance and “insider” status with clients takes investment in deep learning about their cultures and it takes time. Read more »
On Creating Flow (Issue 1176)
In which we are reminded that our choices about attention and focus have a big impact on how we feel. Read more »
Show Me… Again (Issue 1175)
In which we are reminded to go slowly when introducing new concepts. Read more »
Preparation Arrogance (Issue 1174)
In which we are reminded that failure to prepare is… arrogant. Read more »
Thinking Time (Issue 1173)
In which we are reminded that developing original ideas takes time… and a little variety. Read more »
We Are Seriously Social.