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 »
Weekly Sales Thoughts
What’s “A Little”? (Issue 871)
In which we are reminded… there’s just certain stuff we need to know. Read more »
The Wrong Bag (Issue 870)
In which we are reminded that delivery mistakes, even when corrected quickly, cause unwanted disruption. Read more »
Bad Wiring in the Walls (Issue 869)
In which we are reminded to look “behind the walls” in our clients’ operations lest we miss something that will become a problem. Read more »
It Happened One Night (Issue 868)
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
Why Do You Want to Work With Us?
In which we are reminded to think about why we want to work with each specific client… beyond their money. Read more »
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
The Curse of Experience
In which we are reminded to be careful about when we take short cuts to diagnosis based on experience. Read more »
Rituals (Issue 867)
In which we are reminded that rituals help put us on purpose and push up performance. Read more »
Burnt Sugar
In which we are encouraged to develop a signature dish, a signature offering, by which we are known in our markets. Read more »
We Are Seriously Social.