Oh, I Forgot
In which we are reminded to provide all messy implementation details before we close sales. Read more »
Weekly Sales Thoughts
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 »
Knee-Jerk Responses Issue 873
In which we are reminded that we miss opportunities when we jump to conclusions too quickly. Read more »
Stay Away From the Tourists
In which we are reminded to go where others ain’t when we’re networking or building community. Read more »
Stick A Fork In It (Issue 872)
In which we reminded to focus prospects on potential bad outcomes if they persist with “business as usual.” Read more »
Head Voices
In which we are reminded to focus on the qualities of our clients’ voices to silence our own. There was a summer night, years ago, when I returned to Woods Hole, Massachusetts on the evening’s last ferry from Martha’s Vineyard. While I was staying with friends in Woods Hole, I had been out on the … Read more »
Simple, Neat, and Wrong
In which we are reminded to look at the big picture of our clients’ challenges, beyond the first symptom. Read more »
We Are Seriously Social.