In which we’re encouraged to ask enough questions to understand whether our prescribed solution to a client’s problem will really work in the client’s environment. Watching classroom sales training role-plays is a little like watching football teams practice without pads… Low intensity. Move through the motions. Nobody trying too hard to take anyone else out. … Read more »
In which we think about how to position our value compared with our competitors on and off the Web. I’ve just returned safely and happily from a business trip. Booked it myself on line. Plane. Car. Hotels. Meals. Click, click, e-ticket, done. Three years ago, I would have called my travel agent. Not so much … Read more »
In which we’re encouraged to write a detailed sales plan to guide our activities. We had a BIG snowstorm here a couple of nights ago. By the end of the storm, 14 snowy inches fell in my driveway. Of course, I wasn’t IN my driveway at the time it was falling. I was 25 miles … Read more »
In which we’re encouraged to set frequency guidelines for touching clients and prospects. Read more »
In which we’re reminded: It isn’t so much about ‘what you say.’ It’s about ‘who you’re being.’ In clinics and sales training sessions, I am often asked, “What can we say to our clients so they’ll trust us?” the askers thinking that I might give them verbal pixie dust – quick turns of phrase or … Read more »
In which we’re reminded: It isn’t so much about ‘what you say.’ It’s about ‘who you’re being.’ In clinics and sales training sessions, I am often asked, “What can we say to our clients so they’ll trust us?” the askers thinking that I might give them verbal pixie dust – quick turns of phrase or … Read more »
My name is Karen. Read more »
We Are Seriously Social.