In which we are reminded to stay focused as we pursue our sales goals. Eight a.m. Saturday broke a crisp, golden sunny, glorious October morning as the contestants in the Head of the Charles Regatta began their events. Read more »
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »
In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. Read more »
In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling. Read more »
In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes. Read more »
In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell. Read more »
In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting. Read more »
In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
In which we are reminded that retaining customers is a process of continual attraction. Read more »
In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients. Read more »
We Are Seriously Social.