Tall Ships
In which we discover that a short question can reveal a tall tale. Read more »
Weekly Sales Thoughts
She Asked Me to Think
In which we are encouraged to address “resistance” or “obstacles” with questions that prompt client discovery rather than “overcoming” or pitching. Read more »
Target Zero (Issue 1225)
In which we are reminded about the impact of demography and geography on demand for services. Read more »
Metronomes (ISsue 1224)
In which we are reminded of the value of setting target activity metrics for ourselves. Read more »
What’s Your Cookie? (Issue 1223)
In which we are reminded of the importance of butter, sugar, and memorability. Read more »
Tolerance for Errors (Issue 1222)
In which we are reminded that top performers prepare so thoroughly that mistakes disappear. Read more »
Butchering the Opportunity (Issue 1221)
In which we are urged to think deeply about our distinctive, additive expertise. Read more »
Instrumentum Irritum (Issue 1220)
In which we are reminded that, when clients say “we have done this or that” (i.e., implemented cyber security practices or documented an issue), it’s good to request, “show me”, and assess the efficacy. Read more »
Stick With The Program (Issue 1219)
In which we are encouraged, when following a strategy, to plan periodic resets and stick with the plan in between. Read more »
Bags, Belts, and Jewels (Issue 1218)
For the summer after my sophomore year in college, I took a sales job. Don’t laugh: Oxford-cloth-buttoned-down Nick was selling rustic women’s leather handbags, leather belts, and a jewelry line to head shops catering to the Grateful Dead crowd. My territory ranged from Janesville, Wisconsin, to Peoria, Illinois. The idea was that I would drive … Read more »
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