In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »
In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »
In which we are reminded to look beyond the first symptoms or possible solutions to clients’ problems. Read more »
In which we are reminded that late arrival to a market or a buying cycle does not necessarily mean we go home with empty baskets. Read more »
In which we are reminded to speak first when there are performance problems with our products or services. Read more »
In which we are reminded, when we introduce something new to a client, to ensure that the surrounding infrastructure will support what we sell so that it survives its initial introduction and generates value. Read more »
In which we are encouraged to set standards and design feedback for ourselves that help us maintain the pace of activity needed to achieve the results we seek. Read more »
In which we are reminded to learn a wide variety of sales techniques so we are not limited by the one with which we feel most comfortable. Read more »
In which we are reminded about the power of showing clients and prospects the negative consequences of continuing with “the way we’ve always done it”. Read more »
In which we are encouraged to master overcoming hard moments. Read more »
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