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 »
Weekly Sales Thoughts
Hidalgo (Issue 509)
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 »
Chasing the Train (Issue 508)
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 »
New Ideas, Fast Fulfilled (Issue 507)
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 »
Triple Priced (Issue 506)
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
Frost Bite (Issue 505)
In which we consider how long to pursue cold prospects. Read more »
Toccata and Fugue (Issue 504)
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 »
What Will They Miss? (Issue 503)
In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »
The Territory Battle Plan (Issue 501)
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 »
Five Questions to Ask in January (Issue 500)
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 »
We Are Seriously Social.