Back Stories (Issue 834)
In which we are reminded that our “back stories” are, frequently, critical sales differentiators. Read more »
Positioning Value
Dance Moves (Issue 828)
In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »
The Monarch’s Path (Issue 826)
In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »
Home Remedies (Issue 823)
In which we are reminded that it’s useful to know multiple ways to configure our products (or even other companies’ products) to solve clients’ problems so that we add value and keep the relationships Read more »
They Don’t Care About Our Products (Issue 820)
In which we are reminded that dollarizing our value is an INCREASINGLY essential sales discipline. Read more »
Entering The (Prospecting) Cave of Wonders (Issue 816)
In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »
Differentating Standard Products (Issue 810)
In which we see how to position standard products as “fresh” and “built just for you.” Read more »
Absolutely Convinced (Issue 809)
In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »
Social Value (Issue 803)
In which we are encouraged to “play big” in the charitable or non-profit world as a way of leveling the playing field with people with whom we’d like to do business. Read more »
To The Highest Standards (Issue 797)
In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards. Read more »