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 »
What Will They Miss? (Issue 503)
In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »
The Territory Battle Plan (Issue 501)
In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan. Read more »
Five Questions to Ask in January (Issue 500)
In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully. Read more »
Leave a Trace (Issue 499)
In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us. Read more »
Rehearsed Action (Issue 498)
In which we are reminded to over-prepare for high stakes sales calls. Read more »
Favorite Question (Issue 497)
In which we are reminded to understand at the beginning of a conversation our client’s purpose. Read more »
Short and Cheerful (Issue 496)
In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value. Read more »
Standing Out in the Crowd (Issue 495)
In which we discuss strategies to draw attention and attract prospects and referrals. During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them. Read more »
We Are Seriously Social.