Wind Blown (Issue 593)
In which we are reminded to focus on differences rather than routine questions when we write our call plans. Read more »
Managing Sales Process
Shared Experiences (Issue 592)
In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects. Read more »
Captivating Rhythm (Issue 591)
In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know. Read more »
It Don’t Come Easy (Issue 589)
In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »
Dean’s Lesson (Issue 587)
In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories” before we attempt to sell. Read more »
We Own the Questions (Issue 584)
In which we explore tracking our own activities in detail. Read more »
Tolerance (Issue 583)
In which we are reminded that, to be successful in the sales business, we must welcome the grind. Read more »
We Are Seriously Social.