Small Orders (Issue 579)
In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders. Read more »
Managing Sales Process
The One We Have With Us (Issue 576)
In which we are reminded (in Roman philosopher Seneca’s point) that “Luck is where the crossroads of opportunity and preparation meet.” Read more »
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 »
We Are Seriously Social.