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 »
Barlow Research
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 »
Opening Number (Issue 1193)
In which we are reminded about a strategy for reducing presentation anxiety. Read more »
The Book Sale (Issue 1191)
In which we are reminded that, without clear purpose or focus, it’s easy to flounder and feel overwhelmed by the number and variety of potential clients in our territories. I love books. My relationship with books is well-captured in J. B. Priestly’s thought: “I have always been delighted at the prospect of a new day, … Read more »
Pruning the Overgrowth (Issue 1190)
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 »
Save Room for Dessert
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »
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