Words on a Photo (Issue 1199)
In which we are reminded to clarify clients’ objectives before “taking their word for it” and responding to their requests. Read more »
banking sales strategies
It Comes with the Breed (Issue 1198)
In which we are reminded, when we are hiring high performing and independent sales people, that we need to accept (without complaining) the characteristics that go with the breed… and manage them. Read more »
Puffs (Issue 1197)
In which we are reminded to help clients and prospects anticipate the bumps in purchasing processes and to share how we and they can manage through them safely. Read more »
Why Do They Call Them Seals? (Issue 1196)
In which we are reminded to ask “why”…more times. Read more »
Penetrating Oil (Issue 1048)
In which we are reminded to develop client internal champions who can lubricate decision processes. Read more »
Home Made One of a Kind (Issue 1047)
In which we are reminded to ensure that we align what clients see with the brand we promote. Read more »
Curious (Issue 1046)
In which are encouraged to be curious about and interested in our clients’ stories beyond the business opportunities we seek. Read more »
What Were They Thinking? (Issue 1044)
In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »
Five Whys (Issue 1037)
In which we are reminded that we find more benefits that really matter if we ask “why?” more than once. Read more »
Pinballs (Issue 1036)
In which we are reminded that being thoughtful, generating ideas, and adding value, takes time. Read more »
We Are Seriously Social.