Weekly Sales Thoughts

Stay Close (Issue 1075)

In which we are reminded that one key to spotting opportunities in prospects or existing clients is to check in with them frequently so we can monitor the progression of ideas to plans and action. Read more »

Christmas Tree Lights (Issue 1074)

In which we are reminded that our professional networks can quickly go dark if we don’t pay attention to them. Read more »

Getting In The Door (Issue 1073)

In which we are reminded that, when looking for ways to “get in the door” to new accounts, it’s very helpful to connect with someone on the inside who can push for us. Read more »

Bananagrams (Issue 1072)

In which an evening of vigorous Bananagrams reminds us that, when pursuing business with a major account, we’ll do better if we spread out wide, building pathways and advocates in many parts of the firm, rather than concentrating all of our efforts on one person or department. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

Fish & Chips (Issue 1071)

In which we are reminded to segment our client bases so that we can better meet their needs and price accordingly. Read more »

Shouk (Issue 1070)

In which we are reminded that, when looking for an access point to a potential client, a change in direction or perspective can reveal hidden entries. Read more »

Short and Punchy (Issue 1069)

In which we are reminded that, when preparing presentations,  it’s best to assume that people don’t read and they can’t concentrate on much for very long.   Read more »

What Could I Tell You? (Issue 1068)

In which we are reminded to ask, first, and then share the appropriate details. Read more »

You’ll Be Sorry (Issue 1067)

In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »