Weekly Sales Thoughts

An Introduction to the Sauce (Issue 772)

In which we are reminded that a referral from a trusted source is the best way to stand out among the many who seek our prospects’ attentions Read more »

Varietal Focus (Issue 771)

In which we are reminded that tight focus and strong expertise brings customers to us. On the road, looking for wine to take to a friend. Two wine stores within 100 yards of each other. I picked the closest one. After introducing myself to the store’s owner, Jeanne Robert, I asked him, “What’s the difference … Read more »

Recalculating Route… or How I Learned To Stop Winging It (Issue 770)

In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity. Read more »

Bread on the Table (Issue 769)

In which we are reminded that even short call plans help us produce better results than no plans at all. Read more »

Slow Turners (Issue 768)

In which we are reminded that some people need more time to decide, and we should engage with others while they do.   Read more »

Get Out Of Our Heads (Issue 767)

In which we, those of us who are introverts,  are reminded to get out of our heads to engage with others at all possible moments. Our first winter in the city of Cambridge. After last night’s swirling Nor’easter drove snow off the ocean through the Boston Harbor, this morning broke clear, still, and cold. While … Read more »

Focused Too Tight? (Issue 766)

In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase. “You know how Amazon and others watch your purchases and start to push you things they think you’d be interested in?” asked one of my friends. “Yes,” I allowed, … Read more »

Ask First… (Issue 765)

Yet one more time… In which we are reminded to clarify before we pitch Read more »

Conversation Starter (Issue 764)

In which we are reminded that conversations with strangers are easier than we make them… if we would just start. Read more »

Swimming in Sauce (Issue 763)

In which we are reminded to close the gap between “marketing hype” and what our product teams actually deliver. Read more »