Predisclosure (Issue 1099)
In which we are reminded to ask ourselves, “If a client can’t see all the work that’s coming when they implement what they’re buying, should I help them see it?” Read more »
Managing Sales Process
Remember to Say “Thank You” (Issue 1098)
In which we are reminded, when others sing our praises, to say, ‘thank you’. Read more »
Who’s the Person Who… (Issue 1093)
In which we are reminded to ensure that everyone on our sales teams knows “who’s the person who…” can answer client questions or who can own providing a response. Read more »
Balance (Issue 1092)
In which we are reminded that, sometimes we have to less of things we like doing in order to do more of what we commit to accomplish. Read more »
One Data Point (Issue 1091)
In which we are reminded that we can lose a client’s confidence with just one “off” experience. Read more »
If You Had Come to Me In Friendship (Issue 1090)
In which we are reminded to invest in relationships before we need them. Read more »
What’s the Payoff? (Issue 1088)
In which we are encouraged to move clients forward by exploring their incentives to change…or not. Read more »
When The Door Opens… (Issue 1085)
In which we are reminded to always be ready… you just can’t tell when the door will open. Read more »
Sargent Under Glass (Issue 1083)
In which we are reminded that we need to understand client preconceptions about us and our services so they’re not disappointed from the get-go. Read more »
This Session Should Be Recorded (Issue 1082)
In which we are encouraged to record ourselves – our introductions, our pitches, our presentations – to polish them to full shine. Read more »
We Are Seriously Social.