What Questions Reveal (Issue 837)
In which we are encouraged to interpret the patterns of our prospects’ and clients’ questions and probe for their ultimate outcomes. Read more »
bank strategy
Playing In The Future (Issue 836)
In which we are reminded that we provide great value when we help clients and prospects anticipate what’s coming. Read more »
Finding Tragic Flaws (Issue 835)
In which we are encouraged to look for unproductive patterns in our clients’ decisions lest they come back to cripple them later. Read more »
Back Stories (Issue 834)
In which we are reminded that our “back stories” are, frequently, critical sales differentiators. Read more »
Delay Doing Deals ‘Till Dessert (Issue 832)
In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »
Five Pints (Issue 831)
In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »
Mothers Day Rain Delay (Issue 830)
In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »
Figure It Out Before You’re Forced Out (Issue 829)
In which we are urged to look ahead four years at our sales roles and prepare for what’s (very likely) coming. Read more »
Dance Moves (Issue 828)
In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »
You Eat Like A Bird! (Issue 827)
In which we are encouraged to understand context before we pitch recommendations. Read more »
We Are Seriously Social.