Burying the Lead
In which we are reminded, when we are positioning ourselves with clients or potential clients, to ensure that our main message or lead idea stands out clearly. Read more »
Positioning Value
It’s the Melody (Issue 1189)
In which we are reminded that, when we can’t complete with another firm on delivery speed, price, or some other value proposition they’ve masted, it’s up to us to develop our own alternative based on what we can do well. Read more »
Olive Some of Those (Issue 1187)
In which we are reminded that supporting client behavior change can be the most important part of our sales. Read more »
No Amount of Ketchup… (Issue 1179)
In which we are reminded to identify and reduce weaknesses that detract from our brand or expertise. Read more »
Leaps of Faith (Issue 1178)
In which we are reminded that, as sellers of professional services, our stories help our potential clients take the leap of faith to engage us. Read more »
Salt Wash Values (Issue 1172)
In which we are reminded to take the time to understand our clients’ values and beliefs (related to our work) before we start pitching products or solutions to them. Read more »
A Little More Personal (Issue 1170)
In which we are reminded to be… you know…. a little more personal. Two months ago, a good friend underwent back surgery. Her experience reminded me of another friend’s story. We were sitting in his family room, mid-way through the crackers and cheese when other friend said, “…and after we come back from our September … Read more »
Building Bridges (Issue 1167)
In which we are reminded that we can build cases for action by emphasizing both the extent and immediacy of unstated or misunderstood dangers. Read more »
We Are Seriously Social.