Perfect Is The Enemy of the Good (Issue 973)

In which we are reminded to fit for purpose rather than perfect. Read more »

Sails Planning (Issue 972)

In which we are reminded to develop and discuss  sales plans lest we run aground when conditions change. Read more »

Joy Sells (Issue 971)

In which we are reminded that purpose, intention, energy, and joy make a difference. Read more »

Concordance (Issue 970)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Strategies to Nurture Professional Relationships

Eight strategies for developing and retaining professional relationships. Make “relationships” a priority. If relationships are important, make them a priority.  We’re busy. We have plenty to do.  Typically, unless there is a major problem or conflict, relationships won’t logically show up as an urgent item on our to-do lists. If relationships really are important, invest … Read more »

Long Term Goals (Issue 969)

In which we are reminded that, sometimes, our role as friend, advisor, or sales person is to understand and remind people about their long term goals so they don’t undercut them with short-term shiny objects. Read more »

Pathetic (Issue 968)

In which we are reminded to ask (at least) several questions before deciding on a sales recommendation. Read more »

The Sure Thing (Issue 966)

In which we are reminded to include all significant client stakeholders in our proposal development and sales processes. Read more »

Beggars Can’t Be Choosers (Issue 965)

In which we are reminded that the longer we wait and the less we plan, the lower our influence over sales process outcomes. Read more »

The Value of our Sales Time (Issue 964)

In which we are reminded that not all opportunities are worth the effort to land them. Read more »

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