Treasures of the Trip (Issue 696)

In which we are encouraged to savor and ask questions that go beyond the obvious. Read more »

Movement in the Mercado (Issue 695)

In which we learn marketing from Mercado merchants’ movement. Read more »

Unraveling Client Yarns (Issue 694)

In which we are reminded to manage our discovery questioning patiently. Read more »

Unraveling Client Yarns (Issue 694)

In which we are reminded to manage our discovery questioning patiently. Chinchero is a small Andean village, about 9,000 feet above sea level (yes, I was still gasping for breath when we reached it).  The town is surrounded by broad farm fields, offering beautiful views overlooking the Sacred Valley of the Incas with the snow-capped … Read more »

Stop the Bleeding (Issue 693)

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 »

A Time to Plan (Issue 692)

In which we are reminded to take the time to plan calls and meetings, early enough, when it counts. Read more »

Look Up! (Issue 691)

In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities. Read more »

Seeds of Doubt (Issue 690)

In which we wonder about the sagacity of posting “away” messages on email or voice mail. Read more »

Notes and Cards (Issue 689)

In which we are reminded to be memorable by acknowledging and celebrating clients and network friends. Read more »

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