Developing Expertise

About six weeks ago, we wrote: Whether you’re selling office equipment, mulch, or payment solutions, you are selling your expertise, not your products. Read more »

Happy and Interested

….In which we provide an effective alternative to cold calling prospects for appointments. Which would you rather do? Make 500 cold calls seeking appointments with people you’ve never met and who don’t want to talk to you? Or create a personal marketing program which brings them to you? Read more »

Save Room For Dessert

The annual Thanksgiving issue. Last Thursday, my family and I, complete with children and grand mothers, celebrated Thanksgiving. I married into a family that believes Thanksgiving dinner was successful only if the dining table legs threatened to buckle under the weight of the food on the table. This year was no exception. Read more »

Existential Sales

Over my breakfast egg one morning, I read one of my son’s college application essays that boiled down to a bio-physics angst: “If we’re just clouds of electrons hovering together like so many bees in a swarm, what’s the point of anything?” Read more »

Win on Conditioning

Massachusetts high school state soccer tournament. Round of 16. My son’s soccer team, defending state champs, was down 3-1 at the half, having scored only in the last few minutes of the first half. Read more »

Win on Conditioning

Massachusetts high school state soccer tournament. Round of 16. My son’s soccer team, defending state champs, was down 3-1 at the half, having scored only in the last few minutes of the first half. Read more »

Based on the Evidence

From the “I couldn’t make this stuff up if I tried” department, a voice mail received earlier this month: Read more »

Based on the Evidence

From the “I couldn’t make this stuff up if I tried” department, a voice mail received earlier this month: Read more »

Deadline Adrenaline

In which we are urged to ask our clients “strategic questions” before year end. “I don’t understand why we (this should be read “you, you moron”) left this until the last minute.  We … have known for 18 years that our son would be applying to college this month.  Why are we….  starting this at … Read more »

What Do *You* Know?

When I applied in Minneapolis for what would become my first job as a consultant, the lean, crew-cut, brusquely dressed, ruddy-cheeked partner in charge of consulting in that office looked me, then looked at my resume, and said, scornfully,  “So, you’ve been in banking three years. What the h___ do you know?” Read more »