111708 Going In With A Script

In which we learn to be brilliant and be brief when we’re pitching an idea. What could we learn from the challenges of pitching movie script ideas to production companies?   Read more »

111008 Lessons From Super-Learners

In which we’re reminded that our value comes from our ability to learn, synthesize, and put ideas together.   Our visit to our son’s college for Freshman Parents Weekend included reading an article, Secrets of the Super-Learners, from which: Read more »

110308 Just One Thing

In which we are reminded that focus helps us build our success faster. When I took my first full-time sales position as an independent “manufacturer’s rep” representing more than 20 different products, one of the most experienced, successful reps told me,   “Pick one product and get really good at that. Focus all of your … Read more »

102708 Puzzler Solution

Last week’s Puzzler began:   A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting with a client’s executive team, all men, 50-ish years old. The team was working on its first transaction for the client. … Read more »

102008 Puzzler

In which we’re challenged to recommend a strategy for an X-treme prospecting game. A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting Read more »

101308 The $300,000 Sure Thing

In which we’re reminded to check and double check things we hear from clients during a complex sale.   I came to call it the “$300,000 Sure Thing” at a time when $300,000 was a significant sum.   During a project with a large bank, thanks to my client’s relationship with her CEO, I began … Read more »

Success Measures

….In which we remind ourselves to understand how our clients are measured so we can help them be successful. My children’s’ rooms are disheveled. This state has been an ongoing source of friction between the children and their mother who will, for days at a time, ignore the dishevelment and then, without any apparent triggering … Read more »

100608 Forget About The Specials

In which we are reminded to fit special promotional offers to our clients, not the reverse. It came as a little bit of a shock. I was wrapping up a telephone conversation with Edith, a customer service representative at a clothing company from whom I buy winter outdoor clothing on line. My dad and I … Read more »

092908 Overcoming Objectiones

In which we are reminded that “overcoming objections” is not consistent with collaborative, partnership, trustworthy selling. Read more »

092208 Establishing Rapport – The Letter

In which we are reminded that five spoonfuls of sugar before the medicine is better than one. My mother’s brother, Jack, was a banker. Let me rephrase that. A Banker. Capital “B.” Born in the early 1900s in England, on the wrong side of the class divide, he rose to become branch manager of a … Read more »