In which we are reminded that one of our potential values as consultants or salespeople is to monitor clients’ activities so that, if they start to stumble, we can intervene quickly to forestall larger problems. Read more »

In which we are reminded to put our prospects and inactive clients on routine “touch and refresh” cadences so the connection energy doesn’t die. Read more »

In which we are reminded, when shifting from one sales environment to another,  to be thoughtful rather than reacting from motor-memory. 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 that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »

In which we are reminded that corporate amnesia helps our clients embrace change. Read more »

In which we are reminded that the pace at which we develop or recommend ideas or products to clients should be no faster than clients’ abilities to absorb and implement them. Read more »