Compère Lapin (Issue 908)
In which we are reminded that personalized attention to small details can make us memorable. Read more »
Managing Sales Process
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 »
Start Simple. Assume Nothing. (Issue 892)
In which we are reminded to check the basics, first, when we are assessing client challenges. Read more »
Changing the Light Bulb (Issue 889)
In which we are reminded that, on average, most humans WOULD prefer to change rather than suffer. Read more »
Die, Rather Than Change (Issue 888)
In which we are encouraged to stop “missionary” selling and let go of the prospects who really won’t change. Read more »
We Are Seriously Social.