Pruning the Overgrowth
In which we are reminded to remove low value accounts from our books of business so we can concentrate on the best growth opportunities. Read more »
bank sales training
It’s the Melody
In which we are reminded that, when we can’t complete with another firm on delivery speed, price, or some other value proposition they’ve masted, it’s up to us to develop our own alternative based on what we can do well. Read more »
Windows on the World (Issue 1188)
In which we are reminded to get out more…outside of our normal work channels. Read more »
Olive Some of Those (Issue 1187)
In which we are reminded that supporting client behavior change can be the most important part of our sales. Read more »
Muscles Memory (Issue 1186)
In which we are reminded to practice little-used skills lest we lose our muscle memory. Read more »
Nodding and Smiling (Issue 1185)
In which we are reminded that, when someone nods and smiles, silent during one of our presentations, we can’t assume that they understand what we’re saying. Read more »
Oh, Have You Not…? (Issue 1184)
In which we are encouraged to assess buyer experience rather than to assume. On a recent trip to Ireland I rented a car at Dublin airport. I’d never before driven a car from this particular manufacturer. Nice looking car. Metallic silver. Very sporty. Loved the wheels. I slid into the front seat and started through … Read more »
A Really Good Question (Issue 1183)
In which we are encouraged to be clear about purpose and value when we meet with clients or prospects. Read more »
A Rose is a Rose…Depending (Issue 1182)
In which we are reminded that sharing “whatguzinta” a product or service can help with sticker shock. One early March evening, at a friend’s house party (yes, one of my rare public appearances), just as I was reaching the groaning-under-the-weight-it-was-carrying food table to snag a bit of cheese, I bumped into another cheese-seeker, Joanna. After … Read more »
Moving to France (Issue 1181)
In which we are reminded that earning full acceptance and “insider” status with clients takes investment in deep learning about their cultures and it takes time. Read more »
We Are Seriously Social.