It Don’t Come Easy (Issue 589)

In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »

Make It Specific (Issue 588)

In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us. Read more »

Dean’s Lesson (Issue 587)

In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories”  before we attempt to sell. Read more »

Reasons We’ll Never Understand (Issue 586)

In which we are reminded to be a little careful before “doing someone a favor.” Read more »

The Reason to Buy (Issue 585)

In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t. Read more »

We Own the Questions (Issue 584)

In which we explore  tracking our own activities in detail. Read more »

Tolerance (Issue 583)

In which we are reminded that, to be successful in the sales business, we must welcome the grind. Read more »

Wide of the Mark (Issue 582)

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »

A Little More Zip (Issue 581)

In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients. Read more »

Sounds in Darkness (Issue 580)

In which we are reminded that listening, really listening,  involves more than words. Read more »