It It True LeBlonds Have More Fun? (Issue 434)
In which we discuss the connective value of a little extra digging as part of our pre-call research. Read more »
Managing Sales Process
Moving Up (Issue 427)
In which we discuss strategies for obtaining a larger share of the high margin business. “Hey, why can’t I have that? … Why did he get so much more than I did?…. That’s not fair!” Sound familiar? Ever said those words or had those thoughts as a child or as an adult? Read more »
Not Aligned (Issue 425)
On the Fourth of July, there is no other city on the planet in which I’d rather be than Boston. Yesterday, sun and warmer temperatures broke a long string of foggy, misty, cool spring days and the city came alive. We met people from Portugal, Russia, and a dozen U.S. states as we participated in … Read more »
The Walk to the Door (Issue 421)
In which we are reminded to prepare for the “meeting after the meeting.” They’ve had a lovely evening together. Dinner, sparkling conversation, and a play, topped off with cappuccino and a deeply chocolate dessert, shared and savored. They’re returning, now, walking up the path toward her front door, both minds spinning. Read more »
Stay Close (Issue 420)
In which we’re reminded about the importance of swimming in the water with our clients. One of my children’s greatest fears is that their mother will become the school nurse in their next school, peering into lice, ears, noses, and throats of friend and foe alike. Ugh! Read more »
So What? (Issue 419)
“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »
Presents (Issue 416)
My wife’s grandmother, Gramma Donahue, many times instructed her children and grandchildren, “Never go visiting with one arm as long as the other.” Read more »
Leadership (Issue 413)
In which we discuss a difference between “consultants” and “needs satisfiers.” I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.” Read more »
Their Story
In which we learn the value of “putting people in their story” when selling. She was crisp, smart, blonde, and she left with a check. A V E R Y big check. After she left, my wife looked at me and said, “I wasn’t planning to buy this morning, were you?” Read more »
Three Minutes
In which we’re reminded to give a BRIEF introduction to ourselves and our companies when starting a conversation. You would never do this. It was probably my fault. Maybe I just set him up the wrong way. Read more »
We Are Seriously Social.