In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting. Read more »
In which we are reminded that, if a competitor displaces us from a piece of business, we need to think ahead, be ready to solve the next problem well enough that we win the next opportunity. Read more »
In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast. Read more »
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
In which we consider how long to pursue cold prospects. Read more »
In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience. Read more »
In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »
In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan. Read more »
In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully. Read more »
In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us. Read more »
We Are Seriously Social.