Take What the Defense is Giving (Issue 574)
In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »
Managing Sales Process
Making the Connection (Issue 572, originally published June 2009)
In which we learn to think about connections in companies we call on. Read more »
Socks (Issue 570)
In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. Read more »
Balance (Issue 566)
In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships. Read more »
The Story Behind the Story (Issue 565)
In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »
It Should Have Been Easy (Issue 547)
In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »
We Are Seriously Social.