Memories (Issue 1164)
In which we are encouraged to practice and memorize essential elements of our conversations. Read more »
Managing Sales Process
Save Room for Dessert
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 »
Pique Curiosity (Issue 1163)
In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »
Simple, Neat, and Wrong (Issue 1160)
In which we are reminded to look beyond the first symptoms or possible solutions to clients’ problems. Read more »
The Orchard (Issue 1158)
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 »
Tell Me About It! (Issue 1156)
In which we are reminded to speak first when there are performance problems with our products or services. Read more »
Two Inches (Issue 1152)
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 »
Keep Up! (Issue 1151)
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 »
Many Styles (Issue 1150)
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 »
Demo the Downside (Issue 1149)
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 »
We Are Seriously Social.