In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. I had the heat to buy a pair of casual, leather, comfortable walking shoes. [I’d had this heat for quite a while.] Consistent with the trend of the day, I did my research online to find shoes I … Read more »
In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »
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 »
In which we are reminded that we (probably) don’t have to offer price discounts if our clients fully experience our value. Read more »
In which we are reminded that, if clients don’t like, desire, or need one of our products, lower prices likely aren’t the issue. Read more »
In which we are reminded to look ahead, far ahead, in our strategic accounts, to anticipate conflicts and opportunities that may affect our sales progress. Read more »
In which we are reminded to maintain a broad field of vision in our clients even as we focus, from time to time, on single issues. Read more »
In which we are encouraged to engage someone’s fresh eyes to review our major clients with us, lest we’ve missed something important. Read more »
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 »
In which we are reminded that a referral from a trusted source is the best way to stand out among the many similar providers who seek our prospects’ attentions. Read more »
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