Product Pushing
In which we are reminded to sell and deliver (and design and promote) product the way our clients want it done rather than the way we want to do it. Read more »
Weekly Sales Thoughts
Save Room for Dessert (Issue 882)
In which we are reminded to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
Make Some (Client) Memories (Issue 881)
In which we are reminded to make memories with clients worth telling stories about. Read more »
When Delivering Bad News (Issue 880)
In which we are encouraged to provide personal touch and clear up suspense when we deliver bad news. Read more »
Painting Pictures to Reduce Uncertainty (Issue 879)
In which we are reminded to reduce the uncertainty people feel about our products or services. Read more »
Oh, I Forgot (Issue 878)
In which we are reminded to provide all messy implementation details before we close sales. Read more »
Spraying Benefits Sparingly (Issue 877)
In which we are reminded to spray benefits sparingly when we’re presenting solutions to prospects. Read more »
Rubber Gloves (Issue 876)
In which we are reminded to fully educate clients’ team members when their bosses buy our products. Read more »
I’ll Call You If I Am Interested (Issue 875)
In which we are reminded to ensure that everyone on our teams is prepared to act on opportunities. Read more »
Leaning Birch Trees (Issue 874)
In which we are reminded (before we pitch our solutions) to understand our clients’ goals, competing priorities, and concerns. Read more »
We Are Seriously Social.