Head Voices (Issue 519)
In which we are reminded to focus on our clients’ voices to silence the voices in our heads. Read more »
Weekly Sales Thoughts
Pathways Overlooked (Issue 518)
In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all. Read more »
Planning Ahead (Issue 517)
In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »
Can’t Get There from Here (Issue 516)
In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected. Read more »
Newsguys (Issue 515)
In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys. Read more »
It’s A Trap (Issue 514)
In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early. Read more »
Side Mirrors (Issue 513)
In which we encourage development of multiple information points in our account relationships. Read more »
Four Brushes (Issue 512)
In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. Read more »
Do You Really Want to Hear (Issue 511)
In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients. Read more »
Stop the Bleeding (Issue 510)
In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment. Read more »
We Are Seriously Social.