Matted Down (Issue 537)
In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »
Weekly Sales Thoughts
Old Habits (Issue 534)
In which we are encouraged to ask others to help us identify and correct old habits that hold us back. Read more »
Counterintuitive (Issue 533)
In which we are reminded that the fastest path to our objectives isn’t always the familiar one. Read more »
The Quality of the Question (Issue 532)
In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them. Read more »
Storm-Chasers (Issue 530)
In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »
(Sometimes) It Isn’t Only About the Money (Issue 529)
In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »
Sell the Strengths (Issue 527)
In which we are reminded to sell the strengths we have rather than those we wish for. Read more »
We Are Seriously Social.