In which we are reminded, “Don’t rule any prospect or group of prospects out” on the basis of a sweeping generalization. During a recent conversation with a woman friend, she said, with a combination of distress, disgust, and disdain, “Ah, what does it matter? Men are all the same.” Read more »
In which we are reminded to focus on business issues rather than “products at a price” if we want to develop value-based relationships with our clients and prospects. Unexpected voice mail from an employee we know at one of the banks we use: “Hi, Nick, this is Susan Smith, I just wanted to … Read more »
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 »
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 »
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 »
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 »
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 »
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 »
….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 »
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 »
We Are Seriously Social.