Side Mirrors (Issue 513)
In which we encourage development of multiple information points in our account relationships. Read more »
Four Brushes (Issue 512)
In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. Read more »
Do You Really Want to Hear (Issue 511)
In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients. Read more »
Stop the Bleeding (Issue 510)
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 »
Hidalgo (Issue 509)
In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting. Read more »
Chasing the Train (Issue 508)
In which we are reminded that, if a competitor displaces us from a piece of business, we need to think ahead, be ready to solve the next problem well enough that we win the next opportunity. Read more »
New Ideas, Fast Fulfilled (Issue 507)
In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast. Read more »
Triple Priced (Issue 506)
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
Frost Bite (Issue 505)
In which we consider how long to pursue cold prospects. Read more »
Toccata and Fugue (Issue 504)
In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience. Read more »
We Are Seriously Social.