It Happened One Night (Issue 868)
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
Managing Sales Process
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
Rituals (Issue 867)
In which we are reminded that rituals help put us on purpose and push up performance. Read more »
When the Baby’s Ugly
In which we are reminded not to call another person’s baby ugly… no matter what. Read more »
You Pause, You Lose
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
Leaking Sprinklers
In which we are reminded to meet routinely with our clients, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations. Read more »
There’s Floor Everywhere
In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »
‘S’ (Issue 864)
In which we are reminded to design sales presentations so they’re easily understood and useful. Read more »
We Are Seriously Social.