Memorial Day (Issue 1049)
In honor of Memorial Day, in lieu of what I usually write, may I share with you my perspective of the holiday. Read more »
In honor of Memorial Day, in lieu of what I usually write, may I share with you my perspective of the holiday. Read more »
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
In which we are reminded to speak benefits rather than features… And to slow down. “I can’t understand you when your mouth is full,” I said that to one of my children who was, at the time, filling his mouth with grapes, one-by-one, to see how many he could cram in while speaking to his … Read more »
In which we are encouraged to understand context before we pitch recommendations. Read more »
In which we are reminded that solving a prospect’s problem earns trust and opens the door. Still shivering from the late evening February cold, I shuffled forward in the airport rental car company line as I watched one person after another turn away from the counter, car-less. “So, I’m seeing you have no cars,” I … Read more »
In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. Read more »
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »
We Are Seriously Social.