Look Ahead (Issue 1050)

In which we are reminded to look ahead, far ahead, in our strategic accounts, to anticipate conflicts and opportunities that may affect our sales progress. Read more »

Memorial Day (Issue 1049)

In honor of Memorial Day, in lieu of what I usually write, may I share with you my perspective of the holiday. Read more »

Squirrels (Issue 1043)

In which we are reminded to set priorities and put boundaries around our sales efforts. Read more »

Fully Ready (Issue 1042)

In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »

Beyond Our Scope (Issue 1041)

In which we are reminded that, sometimes, we have to help a client solve a problem or remove an obstacle that is outside of our normal scope so they can move forward with services we CAN provide. Read more »

Amplify the Melody (Issue 1040)

In which we are reminded that our proposals should emphasize one or two ideas clearly to ensure clients can hear them. Read more »

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