The View From the Infield (Issue 914)
In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »
Managing Sales Process
Bear Defense (Issue 912)
In which we are reminded to help our clients anticipate and prepare for yet-unseen future challenges. Read more »
Get In Early (Issue 909)
In which we are encouraged to proactively approach our clients and prospects rather than waiting for their RFPs. Read more »
Compère Lapin (Issue 908)
In which we are reminded that personalized attention to small details can make us memorable. Read more »
Walk Around The House From Time to Time (Issue 907)
In which we are reminded to broaden our range of contacts within each of our clients, beyond the “side of the house” through which we enter. Read more »
We Still Have A Role (Issue 906)
In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. Read more »
Cheering Section (Issue 904)
In which we are reminded that our post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »
Needless Markdown (Issue 903)
In which we are reminded that we (probably) don’t have to offer price discounts if our clients fully experience our value. Read more »
Fresh Eyes (Issue 899)
In which we are encouraged to engage someone’s fresh eyes to review our major clients with us, lest we’ve missed something important. Read more »
A Place to Start (Issue 895)
In which we are encouraged to give clients an easy first “yes” from which we then can expand a relationship. Read more »
We Are Seriously Social.