In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »

In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »

In which we are reminded to look beyond peoples’ titles and labels to understand  the dynamics of the individuals and organizations we want to influence or sell to. Read more »

In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »