Pathways Oft Ignored (Issue 794)
In which we are reminded that, when we need internal leverage to move sales forward, our clients’ assistants or admins may have the best networks of all. Read more »
Managing Sales Process
Maps and Plans (Issue 793)
In which we are reminded that it’s good to have a map when working a major account. Read more »
Leaking Sprinklers (Issue 792)
In which we are reminded to meet routinely, 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 »
Maybe Don’t Say It All At Once… (Issue 791)
In which we are reminded not to call our clients’ babies ugly…. At least not all at once. “So, what do you think?” I asked my friend at intermission. I had invited her to dinner to catch up on a year’s stories, then to take in a local troupe’s performance of a Broadway musical. “This … Read more »
We Are Seriously Social.