In which are reminded to not to leave clients and prospects in suspense when they’re waiting for our responses, proposals, or deliverables. Read more »

In which we are reminded that the methods that we use to sell one client may not be the right methods to use for another that looks just like them. Read more »

In which we are reminded to speak so we can be easily understood. Read more »

In which we are reminded that, in team or group selling, it’s helpful to have someone in the group step up as the leader to set the tempo. Read more »

In which we are reminded to maintain a broad field of vision in our clients even as we focus, from time to time, on single issues. Read more »

In which we are reminded that inaccurate or late-changing sales forecasts can create expensive consequences. We were, all of us, in a fluffle last Monday afternoon. The national and Boston-area weather forecasters were predicting a major snowstorm. For Cambridge, Massachusetts, where I live, they predicted 5 inches to 8 inches of heavy, wet snow driven … Read more »