In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »
In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »
In which we are reminded to focus on the big picture rather than focusing one-by-one on specific needs we want to uncover or products we want to sell. Read more »
In which we are reminded to invest time to understand our clients’ pasts before we seek to comprehend their presents and futures. Read more »
In which we are reminded to look beyond the first symptoms or possible solutions to clients’ problems. Read more »
In which we are reminded to honor what calls us to sales or other roles while admiring (without feeling “less than”) others’ strong magic. Read more »
In which we are reminded that late arrival to a market or a buying cycle does not necessarily mean we go home with empty baskets. Read more »
In which we are reminded to focus our sales efforts on people who are attracted to what we do rather than on the people that we thought SHOULD be attracted (and are not). Read more »
In which we are reminded to speak first when there are performance problems with our products or services. Read more »
In which we are reminded to be brave… our prospects and clients almost always WANT us to be brilliant. Read more »
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