In this we consider that some of our moves at the beginning of sales calls may not be so smooth. “She wouldn’t even look at me,” Maureen (our practice manager) exclaimed. “I watched her walk across the parking lot, she came to the door, she saw you and shook your hand, you introduced her to … Read more »

In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities. We had a big upset in the Peoples Republic of Massachusetts last week. (No, I’m not referring to the fact that our Boston Celtics continued to lose games with lousy defense and … Read more »

In which we learn how survival instincts affect our selling practices. Why do so many sales representatives “pounce” on the first opportunity they see in a sales process, leaving potentially larger business opportunities untouched? Why are account penetration and cross sell ratios so low, almost universally? Read more »

In which we discuss the routines of managing our time and territories. Shoveling snow is my favorite exercise. OK, you think I’m a raving lunatic. You wouldn’t be the first to have this thought (at least about my approach to winter storms, and the line forms to the left, behind my children and wife). Read more »

A seasonal message which we’re encouraged to share what we know with people in need. She was driving her young children home at the end of a “day out with Mom.” She was late, she had a lot to do, and she wanted to get home. Read more »

Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table. My Urban Spoon app wouldn’t open on my iPHone. Neither would the other apps I’d downloaded. Read more »