Positioning Value

Heirloom Tomatoes (Issue 905)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Cheering Section (Issue 904)

In which we are reminded that our  post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »

Personal Touch to Top of Mind (Issue 898)

In which we are reminded that, the more deeply we know our clients’ challenges and celebrations, the more able we are to share resources that they find valuable and that elevate our visibility. Read more »

Engaging New Friends (Issue 896)

In which we are reminded that people “out there” are reading what we write on line…. Really! Read more »

Find Ways to Say Yes (Issue 894)

In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, “no, we don’t do it that way.” Read more »

What You Do Speaks So Loudly (Issue 887)

In which we are reminded of Ralph Waldo Emerson’s observation, “What you do speaks so loudly I can’t hear what you’re saying.” Read more »