Making the Connection (Issue 572, originally published June 2009)
In which we learn to think about connections in companies we call on. Read more »
Weekly Sales Thoughts
Reflections on Values and a Life (Issue 571)
In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values. My mother in law, Irene, would have been 97 years old this last March. She passed just after Christmas, 2011, falling a few months short of reaching one of the most eagerly … Read more »
Socks (Issue 570)
In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. Read more »
Balance (Issue 566)
In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships. Read more »
The Story Behind the Story (Issue 565)
In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »
We Are Seriously Social.