Changing Gears
In which we are reminded, when shifting from one sales environment to another, to be thoughtful rather than reacting from motor-memory. Read more »
Barlow Research
Save Room for Dessert (Issue 1210)
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
Snout Bumps (Issue 1209)
In which we are reminded that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »
Bag of Bags (Issue 1208)
In which we are reminded that corporate amnesia helps our clients embrace change. Read more »
Bottlenecks (Issue 1207)
In which we are reminded that the pace at which we develop or recommend ideas or products to clients should be no faster than clients’ abilities to absorb and implement them. Read more »
Sonic Mush (Issue 1206)
In which we are encouraged to focus and personalize our messaging to clients and prospects. Read more »
Out-Prepared (Issue 1205)
In which we receive a constructive reminder to prepare for EVERY meeting we go to. Read more »
The Audition (Issue 1204)
In which we are reminded to be brave… our prospects and clients almost always WANT us to be brilliant. Read more »
Details, Details (Issue 1195)
In which we are reminded that one small oversight in our delivery raises questions about everything else that we do for that client. Read more »
Sailing, Sailing (Issue 1194)
In which are reminded that we should adapt sales strategies to focus where there ARE opportunities rather than where where we assert or wish there were. Read more »
We Are Seriously Social.